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Multi-step, structured interviews to select sales representatives in Russia and Eastern Europe

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  • Engle, Robert

Abstract

This paper describes the structured interview process developed and used by a large international pharmaceutical company in Russia and Eastern Europe. This process, for the selection of sales representatives typically begins with a review of the resumes and is followed by a series of three different structured interviews including a telephone interview, a 'base-line' interview, and a 'panel' interview. Research support for this approach is discussed, as well as practical applications and needs for further research. Examples from Russia and Poland are given.

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  • Engle, Robert, 1998. "Multi-step, structured interviews to select sales representatives in Russia and Eastern Europe," European Management Journal, Elsevier, vol. 16(4), pages 476-484, August.
    • Handle: RePEc:eee:eurman:v:16:y:1998:i:4:p:476-484
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    Cited by:

    1. Eger, Ludvík & MiÄ Ã­k, Michal, 2017. "Customer-oriented communication in retail and Net Promoter Score," Journal of Retailing and Consumer Services, Elsevier, vol. 35(C), pages 142-149.

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