Job Analysis and Hiring Practices for National Account Marketing Positions

Abstract

National Account Marketing (NAM), a selling method growing in importance across virtually every product and service classification, has received little attention in the sales management literature. This exploratory study was undertaken to learn how firms plan and carry out the hiring of people for NAM positions. In addition, relationships were explored between performance in the NAM job and personal as well as organizational variables. Implications for NAM managers and recommendations for further research are also offered.