For decades, (going back to the 1950s) the negative attitudes students hold towards salespeople and sales careers have been of concern to university educators and to employers seeking to recruit well-trained sales people. While the increasing demand for university educated salespeople continues to grow, employers are struggling to meet that…

Five key criteria usually applied in selecting job applicants-- sex, age, education, race, and experience--are being challenged as to their value in finding the right individual for a particular job. Job- matching has proven to be successful when specific personality dynamics qualities are present in the applicant. (Editor)