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Zbynek Jerabek () and Eva Caposova ()
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Zbynek Jerabek: Czech University of Life Sciences Prague, Faculty of Economics and Management
Eva Caposova: CUniversity of Ss. Cyril and Methodius, Faculty of Social Sciences

Polish Journal of Management Studies, 2016, vol. 14, issue 2, 93-103

Abstract: Institutional changes and qualification requirements of a company from the human resources management perspective is a consecutive continuation of the presentation of the research, which was already partially published, regarding the most effective selection of applicants from the perspective of the company. The authors have set up these goals. In which progression states of individual groups of promotion are the measured statistically significant differences pointing at the necessity of support for the applicant´s successful progression to the next higher progression state? Which progression states at each group of promotion signalize unbalance of the applicant´s knowledge of the sales process? Which progression states are skipped by the applicants? The applicants dismiss one of the progression states in specific phases of the sales process. 9.3% of the not promoted applicants does not plan their meetings systematically, 30.8% of the not promoted applicants does not evaluate the activity of their customers and 31.8% of the repeatedly promoted applicants does not negotiate internally about the sales conditions.

Keywords: human resources management; qualification; applicant; sales process management; selection of applicants (search for similar items in EconPapers)
Date: 2016
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Handle: RePEc:pcz:journl:v:14:y:2016:i:1:p:93-103