To identify the best possible person, it is usually best to seek applicants from more than one source. As a rule of thumb, try to interview three or more applicants for each opening. Some suggested sources of new employees follow:

1. Candidates within the company. One of the first places to look is within your own company. Is there someone in accounting, engineering, customer service, or some other area who aspires to a sales position? These people have the advantage of being familiar with the company’s product offering, policies, operations, and what it takes to please the customer.

2. College and university students. Many business firms are turning to college and university campuses to recruit salespeople. As noted in Chapter 1, several colleges and universities have developed personal selling certificate and degree programs. Placement offices are usually cooperative and often publicize openings.

3. Trade and newspaper advertisements. A carefully prepared newspaper advertisement often attracts well-qualified job applicants. A well-written ad should describe the job requirements and spell out the opportunities. All information should be accurate. The ad should “sell” the position, but it should not exaggerate its benefits.

4. Employment agencies and listings. Nearly 2,000 public employment offices are located throughout the United States. These offices recruit applicants and screen them according to your specifications. There is no charge for this service. There are also many private employment recruitment agencies. These firms specialize in matching applicants to the job and usually do some initial screening for employers. A fee is assessed for the services these agencies provide.

5. Internet. Many companies are using the Internet to recruit for sales positions. Two popular websites are www.Monster.com and www.JobBankUSA.com.