search query: @indexterm SELECTION OF PERSONNEL / total: 491
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| Author: | Glisan, G. B. Hawes, J. M. |
| Title: | Selecting creative people for sales positions |
| Journal: | Industrial Marketing Management
1990 : NOV, VOL. 19:4, p. 331-337 |
| Index terms: | SALESMEN SELECTION OF PERSONNEL CREATIVITY THINKING MOTIVATION SALES MANAGEMENT |
| Language: | eng |
| Abstract: | The selling function is analyzed, guidelines for the sales representative are derived. A working definition of creativity is given, three criteria for creative products are identified: to be novel, adaptive to reality, and fully developed. The search for creative individuals consists of identifying people with the following characteristics: intelligence, divergent thinking ability, intrinsic motivation, inventive, independent, individual, enthusiastic, and industrious personality. Methodological guidance is given to sales managers in search of more creative people for entry-level industrial sales positions. |
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