Abstract
Problems with selection procedures for sales staff are discussed. It is difficult to assess the variety of characteristics required for success in sales in an interview, but most interviewers undervalue information that can be gained from direct observation. The author proposes the use of 'action profiling', to assess personality based on body movement. Careful observation of postural movement (big body movements) and gestural movements (smaller limb movements) can provide information on motivational characteristics (assertion) and task orientation (perspective) of individuals. A brief overview is given of research on the relationship between body movement and personality, and the author gives his adaptation of these theories to interpreting behavioural-action tendencies in sales staff. It is proposed that action profiling techniques, although still in an early stage of development, could make a valuable contribution, in conjunction with existing techniques, to improved selection of 'the right person' for the sales job.
Highlights
There is little doubt that selection procedures for sales staff in many South African companies are inadequate
You analyse the job requirements, set performance parameters, and select individuals whose characteristics match job demands ... but it is not that simple! For one thing: what are the specific characteristics that are required by the job? For a second; how do you assess that your applicant has these characteristics, and will display them in the job situation?
The link between how a person behaves, and his personality, while undeniable, has not always been clearly stated by 'body language' proponents. It becomes clearer if we examine the definition of behaviour, that is 'energy released in the form of a drive directed towards a goal'
Summary
There is little doubt that selection procedures for sales staff in many South African companies are inadequate. Co~rteous, honest enthusiastic, self-controlled, responsible, mterest in oth;rs, confident, tactful, dependable, loyal, liking for people, imaginative, good memory, industrious Not all these characteristics can be assessed m the job interview. Laban did not link the 'effort component' to personality This honour belongs to Warren Lamb (1965) who extended Laban's analysis to a study of how the individual shapes - gives directional focus to - his effort movements. In a number of practical studies, Lamb23, and later his collaborator Pamela Ramsden[4] showed the relationship between body movement and personality They concluded that each individual has an 'action profile' or 'signature' that is exclusively his or hers.
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