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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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
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container_end_page 56
container_issue 1
container_start_page 52
container_title The Journal of personal selling & sales management
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creator Randall, E. James
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Jefferies, Richard J.
description 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.
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identifier ISSN: 0885-3134
ispartof The Journal of personal selling & sales management, 1981-10, Vol.2 (1), p.52-56
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source EBSCOhost Business Source Ultimate; Taylor & Francis Business Management & Economics Archive 2015; JSTOR Journals and Primary Sources
subjects Advertising expenditures
Business structures
Hiring
Industrial marketing
Insurance industry
Marketing
Personal selling
Sales management
Sales personnel
Sales representatives
title Can Assessment Centers Be Used to Improve the Salesperson Selection Process?
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