Sales Force Diversity

An examination of the need for and obstacles to diversity and inclusion in hiring of a sales force for the year 2000 and beyond, in light of demographic changes in U.S.

Importance of Diversity and Inclusion in Hiring and Staffing a Sales Force For the Year 2000 and Beyond
Introduction
The continuing trend of change in the ethnic and racial make-up of the population in the United States, together with trends in the social, political, and judicial environments in the last years of the twentieth century, are combining to increase the complexity of the human resource managerial task. This trend is not only increasing the diversity of the population from which sales employees are drawn, but also is leading to greater ethnic and racial balance, as minority population groups increase proportionally while the majority European-American population segment decreases proportionally.

Managers can no longer ignore the fact that the nation’s…

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