The use of tests in the selection of salesmen
E.A. Johns
(Slough College of Technology, Slough, UK)
256
Abstract
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.
Keywords
Citation
Johns, E.A. (1968), "The use of tests in the selection of salesmen", European Journal of Marketing, Vol. 2 No. 3, pp. 185-199. https://doi.org/10.1108/EUM0000000005252
Publisher
:MCB UP Ltd
Copyright © 1968, MCB UP Limited