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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 12

Job Matching: The Bottom Line

Once you have the information about a job and you have an applicant for that job, the actual job-matching process can begin. As we discussed earlier, the first step of this process is to define the job. What is needed here is an understanding of the day-in and day-out functional requirements of the job, the competencies needed for success, which will enable the holder of that job to attain the goals and objectives set by management. In other words, what is needed here is not simply a job description but rather a thorough understanding of what the job holder needs to do to achieve success in the job.

The next step is to determine what qualities are needed by an individual to perform effectively in that ...

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