September 2008
Marketing Management Journal;Fall2008, Vol. 18 Issue 2, p93
Academic Journal
Several scholars suggest that academic researchers thoroughly review interviewing techniques practitioners use to determine their reliability and validity in predicting job performance. The present study examines an interviewing technique used by the Gallup Organization to predict a sales candidate's eventual performance and retention. Results of the study indicate that the customized, structured-behavioral interviewing technique offers substantiated predictive validity and appears to be an effective selection tool for predicting sales success and improving salesperson retention. Furthermore the interview represented a nontraditional method. It was administered by telephone and offered similar results of traditional methods (i.e., face to face interviews). Thus, these findings of generalizable validity could save firms a substantial amount of interviewing costs by utilizing the telephone interview. The study offers four advantages to those interested in practices involved in hiring sales representatives: (a) Real behavioral interview data were used to classify new hires; (b) post-hire performance data were used to evaluate performance and retention of applicants from each behavioral group; (c) proprietary information regarding development of behavioral interviewing techniques was shared; And (d) several performance measures, multiple indicators, were used.


Related Articles

  • Literature Reviews. Mercer, Annette // Education Research & Perspectives;Jun2009, Vol. 36 Issue 1, p18 

    The article discusses a study of literature about the process of medical student selection published in Great Britain, the U.S., Australia, New Zealand, Canada and some European countries. An overview of the context of selection and issues such as the rationale for change, predictive validity,...

  • How to find weaknesses of sales candidates. Mader, Robert P. // Contractor Magazine;Jan2007, Vol. 54 Issue 1, p5 

    The article discusses ways by which an employer can spot the weaknesses of sales candidates. The first suggestion is to bring the candidate for interview and be neutral and see if he bonds with you. Then, ask him to rank in importance money, people other than family and performance, test his...

  • How to employ top notch salespeople. Fogg, Hall // New Hampshire Business Review;06/01/2001-06/14/2001, Vol. 23 Issue 11, p45 

    Presents strategies to select stronger salespeople. Proposed changes to the hiring process; Suggestions for interview questions; Interpretation on some applicant responses during interviews.

  • Salespeople have questions, Jeffrey has answers. Gitomer, Jeffrey // Business Journal Serving Fresno & the Central San Joaquin Valley;11/25/2011, p7 

    The article offers advice related to job, life, and sales. The author recommends that interviews must be done to new recruits, as well as let the successful salespeople post something of their achievement in web sites on how they end up loving the product. He notes the five things that must be...

  • Salespeople have questions and Jeffrey has answers. Gitomer, Jeffrey // Grand Rapids Business Journal;4/6/2009, Vol. 27 Issue 14, p11 

    The article presents questions and answers related to problems of salespeople, including how to sell to municipalities that have no funding or budget, if offering a discount for large bulk orders is a sound practice, and advice for laid-off employees who are forced to undergo employment interviews.

  • Communicating for Results. Bordeaux, Darlene B. // Motor Age;Jan2002, Vol. 121 Issue 1, p40 

    Part I. Focuses on the importance of interviewer skills in interviewing applicants for technical or sales-related position. Details of a stress reduction checklist; Techniques on effective interviewing; Sample of interview questions.

  • Predictors of Success on the Certification Test for Educational Administration: Texas Preservice Principals in Review. Hines, Mack // International Journal of Learning;2008, Vol. 15 Issue 3, p169 

    This study identified statistically significant predictors of 2 groups of Texas preservice principals' scores on a standardized test for school administration. The first group consisted of 42 students. The second group consisted of 64 students. During the 2005-2006 school year, both groups...

  • Entraining IDyOT: Timing in the Information Dynamics of Thinking. Forth, Jamie; Agres, Kat; Purver, Matthew; Wiggins, Geraint A.; Sadakata, Makiko; Asano, Rie; Loeckx, Johan // Frontiers in Psychology;10/18/2016, Vol. 7, p1 

    We present a novel hypothetical account of entrainment in music and language, in context of the Information Dynamics of Thinking model, IDyOT. The extended model affords an alternative view of entrainment, and its companion term, pulse, from earlier accounts. The model is based on hierarchical,...

  • Man Wanted. Gottfried, G. M. // New Republic;8/10/27, Vol. 51 Issue 662, p306 

    The article discusses the author's experience of being a job interviewer. His first interviewee was John Smith, a once successful car salesperson, followed by the paint and oil salesperson John Jones, and then Jack Robinson. All of them had experienced successes and failures and declining...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics