The first step toward identifying the type of applicant to be recruited for a sales job is to:

Question

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Before recruiting a salesperson, it is important to define the actual duties and responsibilities the person will have to perform in the position. This will provide a clear understanding of the skills and traits needed for the role and will guide the recruitment process. Looking for characteristics similar to top sellers in the force or consulting the sales staff can be biased, and consulting books on sales achievement or competitors' sales departments may not necessarily provide a clear understanding of the specific needs of the position.

The First Step Toward Identifying the Type of Applicant to Be