Literature Network » Henry Wadsworth Longfellow

Test applicants' sales skills before hiring.

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From: Air Conditioning, Heating & Refrigeration News
Date: 19980427
Author:

Companies should hire sales personnel on the basis of their ability to sell, rather than on their personality or other factors. Lousig-Nont & Associates is a human resource consulting firm that has created a test, the Sales Success Profile, that tests a salesperson's sales ability. The test covers different areas, including aggressiveness, the ability to build a rapport and skill at overcoming obstacles.

"I shot an arrow into the air, It fell to earth, I knew not where," said Henry Wadsworth Longfellow in his oft-quoted poem.

Doesn't that sound like the way many companies hire ...

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