JOB ANALYSIS: THE FIRST STEP IN SELECTING AND TRAINING SALESPEOPLE

Abstract

Most sales management textbooks ignore or barely mention the subject of job analysis. In actual practice the decision as to what constitutes proper work standards for salespeople is frequently left to their immediate supervisors. The purpose of this paper is to discuss 1) the procedures for conducting a job analysis, 2) the proper uses of a job analysis and 3) the importance of the job analysis in effective sales management, particularly in selecting and training sales people.