The Application of MBTI Theory in Hiring Sales Staffs

Chang Luo (chinaluochang@126.com)
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Chang Luo: North China Electric Power University

Chapter Chapter 75 in The 19th International Conference on Industrial Engineering and Engineering Management, 2013, pp 703-709 from Springer

Abstract: Abstract In China, many small and medium-sized enterprises are not standardized in sales personnel recruiting procedures, they only tend to examine the candidates’ knowledge and skills however, ignore the important psychological evaluation factors, which results to employ unsuitable staffs and come into an inefficient recruitment cycle. By the analysis using MBTI scale theory, the personality types that sales staffs entail are ESTJ or ESFJ. Setting the sales backbone’s personality datum as a paradigm, applying it to the recruitment of sales staffs and pro-job trainings, can improve new employees’ organizational adaptability, and their performance, increase organizational cohesive force, besides reduce turnover rates.

Keywords: Application; MBTI theory; Recruitment; Sales staff (search for similar items in EconPapers)
Date: 2013
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-642-38427-1_75

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DOI: 10.1007/978-3-642-38427-1_75

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