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Viti solutions is a software company headquartered in Suva, Fiji. The vice president for sales, Barry Ilaisa, needed to hire a sales team to handle clients in the Eastern region of the Pacific Islands. Barry culled the initial list of 100 resumes down to 20, and then used personality testing to identify candidates who had the characteristics he deemed were consistent with a sales representative and most likely to succeed in this particular business.
Identify the selection methods Barry Ilaisa used for hiring salespeople? Did he go about using these methods in the best order? Explain your answer.
Sales force management comprises of building a sales capability, managing a direct sales force and improving sales performance.
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