Practitioner Methodology for Entry-Level Hiring Assessment: Issues for Academic Outcomes Assessment

Abstract

A mail questionnaire was used to examine the attitudes of regional sales managers concerning the skills and personal characteristics most important for the success of field salespersons calling on their customers and prospects. The regional sales managers were also asked to specify the methodology for assessing those skills and characteristics in the hiring process. The findings indicated that practitioners often do not use formal tests or measurement devices to assess such skills and characteristics, relying instead on informal or qualitative evaluation. Both educators and practitioners might benefit by working together in the development of quantitative hiring criteria and assessment methodologies consistent with course-work outcomes objectives.