Importance of employees recruitment and selection for sales representative position with emphasis on their characteristics

Abstract

Recruitment is often misconcepted as a transparent and simple personnel activity and some companies underestimate its importance. That is why the practice often witnesses non-differentiated human resources selection procedures regardless the position which is to be mastered. This paper deals with problem issues of selection and recruitment of sales representatives with special emphasis on their characteristics and is accompanied by a research having taken place in early 2011 and focusing on recruitment of candidates for sales representatives positions with the aim to obtain customer’s views of sales representatives characteristics.