sales management 11
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the pressure to fill an open sales position frequently leads to situations in ethically gray areas. Earning potentials may be slightly inflated, or optimistic three-year predictions may be based on one high performers, whereas the average earnings are much lower. Relating how one person was promoted in only eighteen months, even though this was highly unusual, may lead the candidate to believe that quick promotion is very probable. What if your company is in changing industry in which the role of the salesperson is likely to be quite different in the ear future and the earnings potential limited? What if you, the interviewer, are thinking of quitting? Should you let the candidate know? Should candidates be informed when it is likely the organization will go through a downsizing event sometimes in the foreseeable future?
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