This structured system encourages you, the interviewer, to ask questions and make objective observations about the candidate by eliciting relevant information in a number of key areas illustrated in Figure, and expanded in the checklist. Observations and judgments based on the interviews can then be supplemented by objective assessments and further judgments on any other assessment techniques(e.g. aptitude tests, assessment, or personality profiles) used by the recruiting sales managers.
The simplest way for you to progress an interview is to work systematically through the information contained on the job application form and constantly use questions to expand on the facts contained in the form and to make observations and notes, to help you form judgments and opinions.
Notes at interviews
When conducting an interview you will need to make brief notes as a record of what you have discovered in addition to the information contained in the job application form,and to record your observations and conclusions. The notes will act as a pen picture later when you come to review the merits of each of the applicants you have seen.
It is useful to highlight on the interview notes record any points that might need further probing at the shortlist interview.
Sales Management Related Tutorials
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Sales Management Tutorial
Roles And Functions In The Sales Force
Sales Structures And Organization
Motivational Management In The Sales Force
Sales Management By Objectives
Motivating Through Rewards And Incentives
Providing Appraisals And Feedback For Motivation, Training And Discipline
Communication In The Sales Force
Sales Meetings And Conferences
Recruitment And Selection In The Sales Force
Basic Sales Training
Field Sales Training
The Planning Process
Sales Force Administration
Sales Management Control
Merchandising At The Point Of Sale
Key Account Management
Alternative Sales Or Distribution Operations
Developing International Markets
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