Kinaxis Chooses Sales Reps with Personality
Question 1
Dolan began the recruitment process by receiving over 100 resumes from applicants.
He then went through these letters and compared their qualifications against the job
description. This process reduced the group to 20, which required further trimming
because there were only four vacancies. This number was cut by half after he engaged
the candidates in an interview. The next stage involved the use of a personality test to
determine the applicants that had the right personality suited for this job. The final
stage involved a test that required the candidates to name four major accounts that
Dolan had signed in the past two years. The methods were applied in the right way
but not in the best order. Sales jobs require people with a certain personality, which
might not be covered in the resume. This implies that it would have been important if
a personality test was applied earlier in the process. This would have increased the
probability of getting better candidates. The procedure was right because the
