Can Assessment Centers Be Used to Improve the Salesperson Selection Process?

The assessment center is recognized as an effective managerial tool for identifying the strengths and weaknesses of key employees. It is suggested in this article that the technique would be useful in the selection and hiring of salespeople. This is an important subject because the hiring of salespe...

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Bibliographic Details
Published in:The Journal of personal selling & sales management 1981-10, Vol.2 (1), p.52-56
Main Authors: Randall, E. James, Cooke, Ernest F., Jefferies, Richard J.
Format: Article
Language:English
Subjects:
Advertising expenditures
Business structures
Hiring
Industrial marketing
Insurance industry
Marketing
Personal selling
Sales management
Sales personnel
Sales representatives
Online Access:Get full text
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Summary:The assessment center is recognized as an effective managerial tool for identifying the strengths and weaknesses of key employees. It is suggested in this article that the technique would be useful in the selection and hiring of salespeople. This is an important subject because the hiring of salespeople represents a major but elusive goal for most businesses.
ISSN:0885-3134