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Testing

You must choose between two sales recruits. One has scored very high in terms of the quality of his interview, but not very well on the series of psychological tests to predict qualities the firm thinks are necessary for success. Another person did well on the psychological testing, but not very well in the personal interview. All other things being equal, which one would you hire, and why? What do you think the strengths and weaknesses would be of the one you hired?

 

Spiro, R. L., Rich, G. A., & Stanton, W. J. (2008). Management of a sales force (12th ed., Pg., 163-165, 171-173 ). New York:McGraw-Hill/Irwin.

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