IDEAS home Printed from https://ideas.repec.org/h/spr/mgmchp/978-3-642-29169-2_9.html
   My bibliography  Save this book chapter

Personnel Management: The Poor Cousin of Sales

In: Sales Excellence

Author

Listed:
  • Christian Homburg

    (Universität Mannheim)

  • Heiko Schäfer
  • Janna Schneider

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.

Suggested Citation

  • Christian Homburg & Heiko Schäfer & Janna Schneider, 2012. "Personnel Management: The Poor Cousin of Sales," Management for Professionals, in: Sales Excellence, edition 127, chapter 9, pages 117-138, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-642-29169-2_9
    DOI: 10.1007/978-3-642-29169-2_9
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:mgmchp:978-3-642-29169-2_9. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.