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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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
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