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Integration of Psychology, Artificial Intelligence and Soft Computing for Recruitment and Benchmarking of Salespersons

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Book cover Knowledge-Based Intelligent Information and Engineering Systems (KES 2004)

Part of the book series: Lecture Notes in Computer Science ((LNAI,volume 3214))

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Abstract

Existing approaches for salesperson recruitment primarily rely on interviews. Some organizations also include personality testing based on psychometric techniques. The high turnover of salesperson in the industry suggests limited success of these procedures. Additionally, existing approaches lack benchmarking methods. In this paper we describe a Salesperson Recruitment and Benchmarking System (SRBS) for recruitment and benchmarking of salespersons. SRBS integrates psychology based selling behaviour model with artificial intelligence techniques and soft computing Kohonen’s LVQ Prediction technique for selling behaviour profiling and benchmarking.

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Author information

Authors and Affiliations

  1. School of Business, La Trobe University, Victoria, 3086, Australia

    Rajiv Khosla & Tharanga Goonesekera

Authors
  1. Rajiv Khosla
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  2. Tharanga Goonesekera
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Editor information

Editors and Affiliations

  1. KES International, 2nd Floor, 145-157 St John Street, EC1V 4PY, London, United Kingdom

    Mircea Gh. Negoita

  2. Centre for SMART systems Engineering Research Centre, University of Brighton, BN2 4GJ, Moulsecoomb, Brighton, UK

    Robert J. Howlett

  3. School of Electrical and Information Engineering, Knowledge Based Intelligent Engineering Systems Centre, University of South Australia, Mawson Lakes, 5095, Mawson Lakes, SA, Australia

    Lakhmi C. Jain

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© 2004 Springer-Verlag Berlin Heidelberg

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Khosla, R., Goonesekera, T. (2004). Integration of Psychology, Artificial Intelligence and Soft Computing for Recruitment and Benchmarking of Salespersons. In: Negoita, M.G., Howlett, R.J., Jain, L.C. (eds) Knowledge-Based Intelligent Information and Engineering Systems. KES 2004. Lecture Notes in Computer Science(), vol 3214. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-30133-2_1

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  • DOI: https://doi.org/10.1007/978-3-540-30133-2_1

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-540-23206-3

  • Online ISBN: 978-3-540-30133-2

  • eBook Packages: Springer Book Archive

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