Why is the personal interview the most important step in the sales selection process? What are the advantages and disadvantages of structured and semistructured interviews? What can a sales manager learn about a candidate by conducting a stress test or a field observation?

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A personal interview in the selection process is very important because it provides a face-to-face mode of communication. This is the only way a respondent can provide information on a personal level. In an interview, a respondent is required to give information that will be used to determine how productive he or she will be for the company. In addition, during the interview, the HR personnel can pick up some of the respondent’s personality traits to determine his or her ability to become a team player.

Structured interviews have a larger scope and it is easy to give a definite answer since the questions are asked in the same manner. It ensures that the respondent understands the questions fully. Nonetheless, structured interviews are not reliable especially with regard to the personal attitudes, opinions, and moral values of a person.

On the other hand, semi-structured interviews give room for a lot of information and it helps in identifying the respondent’s attitude, opinions, and moral values. The major setback in this type of interview is its time-consuming nature. It is also not possible to compare the results from different interviews since each interview is unique.

A sales manager can perform a stress test on a salesperson to determine his or her resilience in tough situations. Salespersons interact with different people with different personalities. It takes great psychological skills and resilience to succeed in this field.

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Academic.Tips. (2022) 'Why is the personal interview the most important step in the sales selection process? What are the advantages and disadvantages of structured and semistructured interviews? What can a sales manager learn about a candidate by conducting a stress test or a field observation'. 7 September.

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Academic.Tips. (2022, September 7). Why is the personal interview the most important step in the sales selection process? What are the advantages and disadvantages of structured and semistructured interviews? What can a sales manager learn about a candidate by conducting a stress test or a field observation? https://academic.tips/question/why-is-the-personal-interview-the-most-important-step-in-the-sales-selection-process-what-are-the-advantages-and-disadvantages-of-structured-and-semistructured-interviews-what-can-a-sales-manager-le/

References

Academic.Tips. 2022. "Why is the personal interview the most important step in the sales selection process? What are the advantages and disadvantages of structured and semistructured interviews? What can a sales manager learn about a candidate by conducting a stress test or a field observation?" September 7, 2022. https://academic.tips/question/why-is-the-personal-interview-the-most-important-step-in-the-sales-selection-process-what-are-the-advantages-and-disadvantages-of-structured-and-semistructured-interviews-what-can-a-sales-manager-le/.

1. Academic.Tips. "Why is the personal interview the most important step in the sales selection process? What are the advantages and disadvantages of structured and semistructured interviews? What can a sales manager learn about a candidate by conducting a stress test or a field observation?" September 7, 2022. https://academic.tips/question/why-is-the-personal-interview-the-most-important-step-in-the-sales-selection-process-what-are-the-advantages-and-disadvantages-of-structured-and-semistructured-interviews-what-can-a-sales-manager-le/.

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Academic.Tips. "Why is the personal interview the most important step in the sales selection process? What are the advantages and disadvantages of structured and semistructured interviews? What can a sales manager learn about a candidate by conducting a stress test or a field observation?" September 7, 2022. https://academic.tips/question/why-is-the-personal-interview-the-most-important-step-in-the-sales-selection-process-what-are-the-advantages-and-disadvantages-of-structured-and-semistructured-interviews-what-can-a-sales-manager-le/.

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"Why is the personal interview the most important step in the sales selection process? What are the advantages and disadvantages of structured and semistructured interviews? What can a sales manager learn about a candidate by conducting a stress test or a field observation?" Academic.Tips, 7 Sept. 2022, academic.tips/question/why-is-the-personal-interview-the-most-important-step-in-the-sales-selection-process-what-are-the-advantages-and-disadvantages-of-structured-and-semistructured-interviews-what-can-a-sales-manager-le/.

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