Six steps to hiring right the first time.(Sales Management)

Powersports Business,  September, 2004  by Sutton, Gart

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This is the second in a series of articles that addresses the six-step hiring pyramid. Hiring the right person the first time is extremely important. You can't afford to waste your time making foolish mistakes. Hiring the wrong salespeople can be one of the most expensive mistakes you can make.

To build a professional sales force you must have the correct number of salespeople--most dealerships find that one salesperson is needed for every four to six daily customers--and you must have a written job description before you start the hiring process.

A good salesperson must be ...

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