Personnel Management: The Poor Cousin of Sales

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 9 in Sales Excellence, 2012, pp 117-138 from Springer

Abstract: Abstract This chapter provides a comprehensive approach on personnel management in sales. Firstly, this chapter deals with factors that must be considered in hiring, including: Personality traits Social skills (communication and perception) Professional competences (product and customer know-how) Motivation, and Goal and role clarity (the salesperson’s understanding of their job) Secondly, a detailed treatment of a range of personnel tools the sales manager can use to evaluate these factors, including personnel questionnaires, the job interview, situational interviews, formal tests, and the proper exploration of references are provided. Thirdly, this chapter also considers a range of leadership styles (authoritarian, patriarchal, etc.) the manager is likely to encounter at all levels of the organization and considers how they can influence the sales unit.

Keywords: Customer Satisfaction; Leadership Style; Customer Orientation; Compensation System; Personnel Management (search for similar items in EconPapers)
Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-642-29169-2_9

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DOI: 10.1007/978-3-642-29169-2_9

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