The final interview, hiring and orientation.(Sales Management)

Powersports Business, December, 2004 by Sutton, Gart

This is the seventh and final article in a series that addressed the issue of hiring the right salespeople for your dealership.

Once you have selected your best candidates, use the final interview to seek answers to any questions that came up in the earlier stages. While you do this, carefully study each candidate's reactions.

State any reservations you may have about each candidate. This lets them better understand your concerns and expectations. Take this opportunity to make sure they also reveal any concerns they might have about the job.

Review the job with each candidate. Be sure to include discussion of compensation, job description, dealership policies.

Go over the compensation program, specifically how commissions are...