Organisation: Sales Training International
Category: HR Management
Description: Identify high potential candidates, regardless of their experience levels, by discovering key characteristics associated with top producers and by matching corporate cultures and organizational structures, selling skills models and selling styles.
The criteria driven interviewing process advocated in this program removes many of the errors caused by using only the applicant's resume to guide the interview. With the criteria driven approach, the resume is viewed as just one of several pieces of information.
Upon completion of this course you will be able to:
Know the key characteristics associated with top producers
Identify highly potential candidates regardless of previous experience
Be able to define the capabilities necessary to succeed in your sales position
Differentiate between resume based and criteria driven interviewing
Determine if candidates are likely to fit within the established corporate culture
Develop knock-out questions to streamline the interview process
Design the criteria "T" form
Understand the legal implications of questions that impact protected groups
Select from a question pool to formulate questions that determine sales abilities
Construct a candidate folder with all pertinent information to guide the interview
Locate qualified candidates
Review the fundamentals of conducting successful employment interviews
Select the best candidate based on objective criteria
Course Content
Key Characteristics of Top Producers
Resume versus Criteria Based Interviewing
Steps in the Criteria Driven System
Questions you can and cannot ask
The Interview Question Pool
Candidate Folder
Locate the candidates
Conduct the interview
Most common interviewing errors
Make the selection
Course Length: 1 Day
Price: NA
Contact: Sales Training International
1201 Lake Woodlands Drive
Suite 4012
The Woodlands (Houston)
TX 77380 USA
email:
website:
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