search query: @indexterm SELECTION OF PERSONNEL / total: 491
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| Author: | Sager, J. K. Ferris, G. R. |
| Title: | Personality and salesforce selection in the pharmaceutical industry. |
| Journal: | Industrial Marketing Management
1986 : NOV, VOL. 15:4, p. 319-324 |
| Index terms: | SELECTION OF PERSONNEL SALESMEN PHARMACEUTICAL INDUSTRY |
| Language: | eng |
| Abstract: | The influence of personality characteristics on the job performance of sales representatives in a large pharmaceuticals firm was investigated. Personality was measured using the Sixteen Personality Factor Questionnaire. Sales ability was measured using the Sales Attitude Check List. The results are implemented in order to provide sales managers additional information for making salesperson selection decisions. Certain assumptions are made about incumbent sales personnel. |
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