The use of tests in the selection of salesmen

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.

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