¶ … Employee Selection
What type of interview would you use and why?
The best type of interview to use in evaluating a new salesperson is unstructured, as this role in any company relies heavily on a prospect's ability to quickly ascertain opportunities and make the most of them. Salespeople by nature need to be able to also understand customers' needs, wants and the pains their organizations are going through. This type of intelligence and skill, combined with industry expertise, is difficult to ascertain through highly structured interview scenarios. By relying on an unstructured approach to interviewing a salesperson, their innate skill sets and experiences in overcoming significant selling challenges will emerge in the conversation.
Unstructured interviews provide the interviewer the opportunity to take discussions beyond the boundaries of a common format to better understand the innate strengths and weaknesses of a candidate (Aamodt, 2013). Using this approach for interviewing sales people will also deliver insights into how best they can align with a given company culture and how they will manage the processes internally for gaining support. In short, an unstructured interview will also provide greater insights than structured interviews will most likely miss due to their highly formalized approach to gaining...
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