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Thomas Rollins. How to Tell Competent Salespeople from the Other Kind. Sales & Marketing Management (сентябрь 1990), стр. 116–118, 145–146; Gigi Dryer, Building a Successful Team. Custom Retailer 7 (июль 2008), С. 45.

Yang, Byunghwa, Youngchan Kim, Richard G. McFarland. Individual Differences and Sales Performance: A Distal-Proximal Mediation of Model of Self Efficacy, Conscientiousness, and Extraversion. Journal of Personal Selling & Sales Management 31 (осень 2011), стр. 371–382.; Thomas Rollins. How to Tell Competent Salespeople from the Other Kind. Sales & Marketing Management (сентябрь 1990), стр. 116–118, 145–146; см. также Timothy J. Trow. The Secret of a Good Hire: Profiling. Sales & Marketing Management (май 1990), С. 44–55.

Детальное описание решающих аспектов работы см. Phil Faris. No More Winging It. Sales & Marketing Management (август 1986), стр. 88–91; Claudia M. Van Der Heijde and Beatrice I.J. M. Van Der Heijden. A Competence-Based and Multidimensional Operationalization and Measurement of Employability. Human Resource Management 45 (осень 2006). С. 449.

Rene Y. Darmon and S. J. Shapiro. Sales Recruiting – A Major Area of Underinvestment. Industrial Marketing Management 9 (1980). С. 47–51; Julia Lawlor, Highly Classified. Sales & Marketing Management (март 1995). С. 75–85; Barry Farber. Start at the Beginning. Sales & Marketing Management (март 1996). С. 24–25; Carole Ann King. Frustration Mounts as Recruiting Gets Harder. National Underwriter (март 19, 2001). С. 6–7; Tali Arbel. Saying Goodbye to the Want Ad. Sales & Marketing Management 158 (октябрь 2006). С. 46.

George J. Avlonitis, Kevin A. Boyle, and A. G. Kouremenos. Matching Salesmen to the Selling Job. Industrial Marketing Management 15 (1986). С. 45–54. См. также Lawlor, Highly Classified, с. 84; Lin Grensing-Pophal. Internal Selections. HR Magazine 51 (декабрь 2006). С. 75–78.

Marianne Matthews. If Your Ads Aren’t Pulling Top Sales Talent… Sales & Marketing Management (февраль 1990). С. 73–79; Daniel C. Feldman, William O. Bearden, and David M. Hardesty. Varying the Content of Job Advertisements: The Effects of Message Specificity. Journal of Advertising 35 (весна 2006). С. 123–121.

Daniel C. Feldman, William O. Bearden, and David M. Hardesty. Varying the Content of Job Advertisements: The Effects of Message Specificity, Journal of Advertising 35 (весна 2006). С. 123–121.

Arthur Bragg. Shell-Shocked on the Battlefield of Selling. Sales & Marketing Management (июль 1990). С. 52–58; Postcards from the Class of 95. Sales & Marketing Management (июнь 1995). С. 73–77; Audrey Bottjen. The Benefits of College Recruiting. Sales & Marketing Management (апрель 2001). С. 20. Более детальную информацию об университетских программах подготовки торгового персонала см. Top University Sales Education Programs. SellingPower.com., июнь 2007.

Детальное описание данных и других реже используемых инструментов см. E. James Randall and Cindy H. Randall. Review of Salesperson Selection Techniques and Criteria: A Managerial Approach. International Journal of Research in Marketing 7 (1990). С. 81–95; Joseph G. Rosse, Mary D. Stecher, Janice L. Miller, and Robert A. Levin. The Impact of Response Distortion on Preemployment Personality Testing and Hiring Decisions. Journal of Applied Psychology 83 (август 1998). С. 364. Подробное описание процессов подбора, обучения и развития см. William L. Cron, Greg W. Marshall, Jagdip Singh, Rosann L. Spiro, and Harish Sujan. Salesperson Selection, Training, and Development: Trends, Implications, and Research Opportunities. Journal of Personal Selling & Sales Management 25 (весна 2005). С. 123–136; Anonymous. Think «Slow and Steady» for Snaring Top Hires. Sales & Management 160 (июль – август 2008). С. 6.

John E. Hunter and R. F. Hunter. Validity and Utility of Alternative Predictors of Job Performance. Psychological Bulletin , 96 (1984). С. 72–98. Детальное описание различных способов отбора для оценки торгового персонала см. Neil M. Ford, Orville C. Walker, Jr., and Gilbert A Churchill, Jr. Selecting Successful Salespeople: A Meta-Analysis of Biographical and Psychological Selection Criteria, in Review of Marketing ed. Michael J. Houston. Chicago: American Marketing Association, 1988. С. 90–131; Jose M. Cortina, Nancy B. Goldstein, Stephanie C. Payne, H. Kristi Davison and Stephen W. Gilliland. The Incremental Validity of Interview Scores Over and Above Cognitive Ability and Conscientiousness Scores. Personnel Psychology 53 (лето 2000). С. 325–351.

Myron Gable, Charles Hollon, and Frank Dangello. Increasing the Utility of the Application Blank: Relationship between Job Application Information and Subsequent Performance and Turnover of Salespeople. Journal of Personal Selling & Sales Management (лето 1992). С. 39–55; Alan M. Saks, Joanne Leck, and David M. Sanders. Effects of Application Blanks and Employment Equity on Applicant Reactions and Job Pursuit Intentions. Journal of Organizational Behavior 16 (September 1995). С. 415–430; J. Craig Wallace and Stephen J. Vodanovich. Personnel Application Blanks: Persistence and Knowledge of Legally Inadvisable Application Blank Items. Public Personnel Management 33 (осень 2004). С. 331–349.

John H. Rose. How to Recruit, Interview, and Select Prospective Sales Representatives (Orlando, FL: National Society of Sales Training Executives 1981); Lawlor, Highly Classified; Patrick M. Wright, Philip A. Lichtenfels, and Elliot D. Pursell. The Structured Interview: Additional Studies and a Meta-Analysis. Journal of Occupational Psychology 62 (сентябрь 1989). С. 191–199.

C. David Shepherd and James C. Heartfield. Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions. Journal of Personal Selling & Sales Management (осень 1991). С. 71. См. также Allison Lucas, Race Matters. Sales & Marketing Management (сентябрь 1996). С. 50–62.

W. Porter Swift. Use of the Edwards Personal Preference Schedule in the Selection of Salesmen. Personnel Journal 39 (февраль 1961). С. 378; Seymour Adler. Personality Tests for Salesforce Selection: Worth a Fresh Look. Review of Business (лето 1994). С. 27–31.

Richard Nelson. Maybe It’s Time to Take Another Look at Tests as a Selection Tool. Journal of Personal Selling & Sales Management (август 1987). С. 33–38; Adler, Personality Tests for Salesforce Selection, с. 27–31; J. Denrell. Selection Bias and the Perils of Benchmarking. Harvard Business Review (апрель 2005). С. 114–119.