dictating

 

One manufacturer of dictating machines recruits only experienced people and does not recruit among graduating college students. A competitor recruits extensively among colleges in its search for salespeople. How do you account for the difference in sources used by firms selling essentially the same products? Explain your analysis in detail.

 

Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed., 139-143). New York: McGraw-Hill/Irwin.