TY - JOUR
AU - DUNFIELD, NEIL M.
AB -  1. Firm: The study reported here was sponsored byImperia1 Oil Limited and was completed with the help of sales representatives in its employ. Imperial is an oil company in Canada doing exploration for and production of crude oil, manufacture of fuels, lubricants, and chemical products, the distribution of crude oil and products, and the marketing of petroleum and chemical products. 2. Problem and Setting: The problem is to select from among applicants for sales jobs those who will be most successful in sales work. A test battery not to exceed two hours of administration time and capable of simple administrative procedures and objective evaluation was sought. It was to be used in conjunction with interviews conducted at the time an applicant visits a sales office. New hires for sales work are placed in a sales trainee’s job. After successful performance in that job, the trainee is promoted to sales representative. A large proportion of new hires as sales trainees are recruited from recent university graduates. Employees in other parts of the company’s operations sometimes seek sales work and, in so doing, become “applicants” who are interviewed and given the sales selection test battery. Sales representatives participating in this 
TI - SELECTING SALESMEN FOR AN OIL COMPANY
JF - Personnel Psychology
DO - 10.1111/j.1744-6570.1964.tb00053.x
DA - 1964-03-01
UR - https://www.deepdyve.com/lp/wiley/selecting-salesmen-for-an-oil-company-i646DjcO07
SP - 75
VL - 17
IS - 1
DP - DeepDyve
ER -