(Hardback)

In this research-based text, the author utilizes the results of thousands of interviews to devise a system to validly measure a candidate's interpersonal skills and thereby evaluate a candidate's suitability for a given position.

(Hardback)

Identifying the people best suited to marketing a firm to new clients is critical to the success of new business acquisition.

(Hardback)

It concludes, convincingly, that all four factors must be considered when developing the sales force.

Harnessing the power of the motives of the sales personnel--in essence, the behavior styles of the individuals comprising the sales force--is important for success.