| Abstract: | Reviews the book "A company guide to the selection of salesmen" by M. Mandell. This report discusses current practices of 180 manufacturing firms in selecting salesmen. The report is, in effect, a manual for sales managers and relatively untrained sales personnel workers. Research evidence is conspicuous by its absence. The personnel psychologist, however, will be pleased to note the repeated pleas made by Mandell for sales organizations to base their selection programs on the results of personnel research. (PsycINFO Database Record (c) 2010 APA, all rights reserved) |
