Salesforce socialization

Sales force assimilation, or socialization of recruits, is a significant task of sales managers yet little research exists on the subject. Organization sales socialization is investigated through a revision of Feldman's 1976 model, to assist sales managers in assimilation strategies and appraisals. A framework is produced to measure the effect of sales force selection processes against sales force socialization, to pertinent job-related outcomes. A test of the model was conducted with a survey sent to 2,000 senior executives, of which the 189 returned questionnaires formed the data base for testing the assumptions. Results reveal the importance of recruits being given a realistic job picture before hiring.