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ABC Computers Solution is Addis Ababa based company having a countrywide network. It is considered as a leading software & hardware supply company having a turnover of 3,000 million Birr. The company is growing rapidly and during the past year, the number of employees has increased from 250 to 350. Most of the employees are diploma and 1st degree holders in Computers, Information Systems, and Electronics and Communication. The Employees in the sales field are 1st degree holders in business management. The work is highly pressured and results-focused, in return for which large reward packages are available.
The sales force in particular need strong presentation and negotiation skills since the market is very competitive. Recently, however, the company has had enormous difficulty in selecting the right caliber of staff for the sales role even though they are able to attract candidates in sufficient numbers.
The HR manger analyzed the selection procedure to help provide a more successful model for the selection of the sales force. The model should allow the selection process to:
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