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Journal of Personal Selling & Sales Management Volume 7, 1987 - Issue 2: Special Issue: Implications and Applications for the Practicing Professional
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Original Articles

Maybe it's Time to Take Another Look at Tests as a Sales Selection Tool?

Richard Nelson Professor Nelson's past business experience includes serving as sales manager for a small Denver company, along with a 10 year stint with Georgia-Pacific Corporation, a major forest products company where he was Corporate Director of Manpower Development. He then returned to teaching at San Francisco State University where he currently serves as Professor of Marketing, and maintains an active consulting practice specializing in the implementation of recruiting & selection programs and sales compensation programs for companies in a variety of industries, including Georgia-Pacific. Rich Nelson earned the B.B.A. and M.B.A. degrees at Southern Methodist University and the Ph.D. at the University of Texas (Austin). He is a long-time member of the National Society of Sales Training Executives and is a Certified Management Consultant (CMC) of the Institute of Management Consultants. Dr. Nelson also serves as Vice President of Klein Behavioral Science Consultants, Inc. of New York.
Pages 33-38 | Published online: 24 Oct 2013

References

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