Access the full text.
Sign up today, get DeepDyve free for 14 days.
J. Loveland, J. Lounsbury, Soo-Hee Park, Donald Jackson (2015)
Are salespeople born or made? Biology, personality, and the career satisfaction of salespeopleJournal of Business & Industrial Marketing, 30
Yakasai (2015)
The impact of big five personality traits on salespeople s performance : Exploring the moderating role of culture Kuwait Chapter of Arabian of and No ppJournal Business Management Review, 4
G. Miller (1956)
The magical number seven plus or minus two: some limits on our capacity for processing information.Psychological review, 63 2
Z. Babic (2011)
Models and methods of business decision-making
(2014)
Candidates’ ranking for the project manager job position: Absolute measurement
(1980)
Multicriteria decision making: The analytic hierarchy process, Pittsburgh, RWS Publications
(2008)
Albert Mehrabian’s 7-38-55 rule of personal communication
T. Saaty (1990)
How to Make a Decision: The Analytic Hierarchy ProcessInterfaces, 24
(2009)
The modern science of salesperson selection. Westborough, A White Paper, Objective Management Group
Yong-hoon Choi, Ying Huang, B. Sternquist (2015)
The effects of the salesperson’s characteristics on buyer-seller relationshipsJournal of Business & Industrial Marketing, 30
(1994)
Decision making in economic, political, social, and technological environments with the AHP
Beregnaya, Beregnoy (2013)
Methods and models of management decision-making
O. Bayazit (2005)
Use of AHP in decision‐making for flexible manufacturing systemsJournal of Manufacturing Technology Management, 16
T. Saaty (1977)
A Scaling Method for Priorities in Hierarchical StructuresJournal of Mathematical Psychology, 15
T. Saaty, Luis Vargas (2012)
Models, Methods, Concepts & Applications of the Analytic Hierarchy Process
A. Mardani, A. Jusoh, Khalil Nor, Z. Khalifah, N. Zakwan, A. Valipour (2015)
Multiple criteria decision-making techniques and their applications – a review of the literature from 2000 to 2014Economic Research-Ekonomska Istraživanja, 28
(2006)
Creative thinking, problem solving & decision making, Pittsburgh, RWS Publications
H. Greenberg, H. Weinstein, P. Sweeney (2000)
How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great
R. Schofield (1931)
What makes a good salesmanStudents Quarterly Journal, 1
(2016)
Applying the analytic hierarchy process to rank city-branches
Saaty (1990)
How to make a decision : The analytic hierarchy process of No ppEuropean Journal Operational Research, 48
T. Saaty (2005)
Theory and Applications of the Analytic Network Process: Decision Making With Benefits, Opportunities, Costs, and Risks
Mayer (1964)
What makes an good salesman ? No ppHarvard Business Review
Abstract Background: Choosing the most suitable candidate for the position of salesperson is indeed a complex task for managers because several criteria important for the position should be taken into consideration. Such a choice should be considered as a multiple-criteria problem, which can be solved by using the AHP method. Objectives: The main goal is to investigate which criteria are the most important for the managers in the process of selecting a candidate for the position of salesperson, and on that basis to develop an AHP model for ranking of applicant candidates for this position. Methods/Approach: A questionnaire was created, which was sent to 100 sales managers in companies of different industries in Macedonia, in order to grade the importance of the given criteria. Out of the criteria graded, nine that have the highest average grade of importance comprise one of the levels of the AHP model. Results: An average grade of importance for the criteria for choosing a candidate for the position of salesperson is gained, and an AHP model is developed. Conclusions: The developed AHP model is illustrated through a hypothetical example, and its solution serves as a recommendation for who is the best candidate.
Business Systems Research Journal – de Gruyter
Published: Mar 28, 2017
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.