Get 20M+ Full-Text Papers For Less Than $1.50/day. Start a 14-Day Trial for You or Your Team.

Learn More →

How to Choose Your Next Top Salesperson: Multiple-Criteria Approach

How to Choose Your Next Top Salesperson: Multiple-Criteria Approach 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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Business Systems Research Journal de Gruyter

How to Choose Your Next Top Salesperson: Multiple-Criteria Approach

Loading next page...
 
/lp/de-gruyter/how-to-choose-your-next-top-salesperson-multiple-criteria-approach-jorfr8Z84N

References (23)

Publisher
de Gruyter
Copyright
Copyright © 2017 by the
ISSN
1847-9375
eISSN
1847-9375
DOI
10.1515/bsrj-2017-0008
Publisher site
See Article on Publisher Site

Abstract

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.

Journal

Business Systems Research Journalde Gruyter

Published: Mar 28, 2017

There are no references for this article.