The use of tests in the selection of salesmen

Discusses four occupational characteristics of salespeople that should be measured: ego drive; empathy; appearance; and manner and speech, suggesting that technical knowledge of a product is also important. Uses a case history to demonstrate the correct use of tests in selecting salespersonnel, showing some limitations of the tests in question and revealing their effectiveness.

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Year of publication:	1968
Authors:	Johns, E.A.
Published in:	European Journal of Marketing. - MCB UP Ltd, ISSN 1758-7123, ZDB-ID 2002936-6. - Vol. 2.1968, 3, p. 185-199
Publisher:	MCB UP Ltd
Subject:	Salesforce \| Selection \| Personality tests \| Testing \| Interviewing \| Effectiveness

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/EUM0000000005252 [DOI]
Source:	Other ZBW resources

Persistent link: https://ebvufind01.dmz1.zbw.eu/10014725407