Discusses four occupational characteristics of salespeople that should be measured: ego drive; empathy; appearance; and manner and speech, suggesting that technical knowledge of a product is also important. Uses a case history to demonstrate the correct use of tests in selecting salespersonnel,...

In the increasingly competitive global economic environment, organizations are searching for strategies and practices that will give them an edge. Describes some HRM practices that are used infrequently, but which may enhance organizational effectiveness. A good deal of empirical literature has...