At the end of this program, participants should be able to :

• Describe the sales personnel selection process.
• Outline the questions that must be answered in evaluating a salesperson selection program.
• Explain why a systematic approach to selection is important to salesperson hiring decision.
• Identify the major selection tools used in staffing a sales force.
• Explain the correct way to extend an offer of employment or to reject a candidate.
• Understand the steps in the development and management of a sales evaluation program.
• Explain the reasons for  and difficulties associated with sales force evaluation.
• Describe sales quotas and performance measures and how they should be established.
• Apply the various methods of evaluation.