Increasing the Utility of the Application Blank: Relationship Between Job Application Information and Subsequent Performance and Turnover of Salespeople

Abstract

This article determines if data on the employment application form can help predict applicants who will be good performers and not likely to voluntarily terminate their employment once hired. The results of the analyses indicate a two-stage selection procedure. Step one identifies high performers; step two identifies high performers with a propensity to remain with the firm. Findings are discussed in the context of the research, and implications are provided for salesforce management.

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