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Chapter

Chapter. 6. Selecting and Hiring Applicants. The worst mistake a manager can make is to make a bad hire. Anonymous. Salesperson Selection Tools. References and credit reports. Application blanks. Psychological tests. Organizational Design. Personal interviews. Assessment Centers.

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Chapter

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  1. Chapter 6 Selecting and Hiring Applicants The worst mistake a manager can make is to make a bad hire. Anonymous

  2. Salesperson Selection Tools References and credit reports Application blanks Psychological tests Organizational Design Personal interviews Assessment Centers

  3. Application Blank Information Personal Experience Physical Environmental Name Work Ability to perform Membership in job-related social and service Address & Phone Education physical activities organizations Health Outside interests Reason for seeking particular job Personal goals References

  4. An Excerpt from Fig. 6-2 Xerox Campus Interview-Evaluation Report Summary of Applicant’s Qualifications Apparent Strengths: Apparent Weaknesses: Areas Requiring Clarification:

  5. Have specific job specifications and qualifications clearly in mind Establish specific interviewing objectives Provide some degree of structure (guidelines, probing questions) Allow adequate time Be very familiar with application or resume information Use standardized rating sheets after each interview Use multiple interviews Provide training and practice for the interviewers Remember, the interview is an opportunity to learn more about the candidate as well as to sell your company Suggestions for Improving Interviewing Effectiveness

  6. What type of sales rep would you avoid hiring? 80% Anyone who was a sloppy dresser 78% Anyone who used salty language 77% Anyone who has visible body piercings or tatoos 51% Anyone who looked unstylish Sourse: Adapted from Melinda Ligos, “Does Image Matter? “Sales & Marketing Management, March 2001, p. 55 Does Image Matter?

  7. Selection and Hiring Are Not Synonymous COMPANY A DISLIKES ANN ANN DISLIKES COMPANY A NO OFFER EXTENDED COMPANY B LIKES ANN ANN DISLIKES COMPANY B OFFER EXTENDED, BUT NOT ACCEPTED COMPANY A LIKES ANN ANN LIKES COMPANY C OFFER EXTENDED & ACCEPTED

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