4. Access the following video on YouTube that provides direction for interviewing sales candidates: How to Interview

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4. Access the following video on YouTube that provides direction for interviewing sales candidates: “How to Interview Sales Candidates” by Selling Power (www.youtube. com/watch?v=4rs0NaybFFk&t=104s&ab_channel=SellingPower). Watch the short video (5:01) and answer the following questions:

a. When interviewing a salesperson, why should a sales manager focus on past experiences rather than hypotheticals?

b. Why is it important to probe into a person’s responses when interviewing him or her?

c. Why should testing be used at the beginning of the interview process?

d. What are the three elements of sales drive?

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Related Book For  book-img-for-question

Sales Management: Analysis And Decision Making

ISBN: 9781420090765

11th Edition

Authors: Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker Jr, Michael R. Williams

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