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B The Ideal Salesman
Applying the Criteria
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accounts activities ADDING MACHINE advertising answer applicant's appropriate attitude basis batting average Burroughs candidate cation characteristics Companies Reporting considered contacts cost criteria customers desire determine develop distributor economic effective employed employers employment evaluation EXHIBIT EXHIBIT 15 page expense factors favorable hiring home office important indicate industry interest in selling interest inventories job analysis Johns-Manville Corporation judgment knowledge Kuder learning ability tests Lever Brothers measure minimum number of applicants number of yeses obtained organization personality inventories personnel planning potential previous sales experience probably promotion prospects psychologists qualifications questions reasons recommendation recruitment sources reference checks reference inquiries require research study responsibility salary sales force sales jobs sales manager Sales Positions salesman selection scores selection methods selection program social specific standards supervision supervisor territory tion Total companies responding Total number training program turnover