Sales People Recruitment and Selection for Enhances Sales Performance: An Exploratory Study

Abstract

This study investigated the impact of effective recruiting and selecting of the right people for sales job on sales performance in brewing firms in Nigeria. The survey research design was largely used. Personal interview and questionnaire instruments were used to source the primary data. SPSS for windows was used to analyse the data while the Analysis of variance (ANOVA) technique was used to test the hypothesis. Results shows that recruiting and selecting the right sales people do not significantly improve sales performance in brewing firms in Nigeria. As a result of the findings, it is recommended that brewing firms should use a combination of face-to-face interviews, reference checks, physical examinations, intelligent, aptitude and personality test to make selection of applicants, among other factors suggested in this paper.