Assessment Centers: An Untapped Resource For Global Salesforce Management |
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| Authors: | Roy A. Cook Joel Herche |
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| Affiliation: | 1. Roy A. Cook (D.B.A. Mississippi State University) is Assistant Professor of Management, Fort Lewis College, Durango, Colorado. He has written and published numerous cases and papers based on his extensive experience in the hospitality industry and research interests in the areas of strategy, small business management, human relations, and communications. He is a member of the Academy of Management, Midwest Society for Case Research, and the Small Business Institute Directors Association.;2. Joel Herche (Ph.D. University of Oregon) is Assistant Professor of Marketing in the College of Business and Administration at Southern Illinois University in Carbondale, IL. His current research interests include issues in cross-cultural marketing strategy and research methodology. He has served as a consultant for various organizations including Atlantic Richfield Company, Hewlett Packard and Northern Telecom. |
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| Abstract: | The decisions surrounding salesforce hiring, career development and promotion choices have traditionally been left to the creativity and subjective judgement of marketing managers with very few decision aids from which to draw. As salesforce management became a task requiring an increasingly international focus, the complexity of the decisions and the cultural sensitivity required have left the management of the global salesforce as a very challenging function within the multinational firm. The assessment center, a structured means of evaluating potential new sales recruits and candidates for promotion and transfer, is offered as a tool to begin to address the above problem. |
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