Multi-step, structured interviews to select sales representatives in Russia and Eastern Europe

Robert Engle

European Management Journal, 1998, vol. 16, issue 4, 476-484

Abstract: This paper describes the structured interview process developed and used by a large international pharmaceutical company in Russia and Eastern Europe. This process, for the selection of sales representatives typically begins with a review of the resumes and is followed by a series of three different structured interviews including a telephone interview, a 'base-line' interview, and a 'panel' interview. Research support for this approach is discussed, as well as practical applications and needs for further research. Examples from Russia and Poland are given.

Date: 1998
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