Assessment for selection and development of employees: Competency model for entry-level salespeople in services

This thesis focuses on the proper use of various assessment methods for selection and development of employees in various positions within an organization. The selection and use of assessment methods have been tailored to practical requirements for each position in the organization with regard to their specificities. This current thesis elaborates on the assessment for technical, administrative, managerial jobs with special emphasis being put on the assessment for sales positions. Within the strategic assessment programmes the thesis deals with assessing the potential of individuals and the prediction of future behavior which is of great importance for the organization's future success. An Integrated Model of Potencial is specifically mentioned in this chapter and its practical use is suggested. In the second, empirical part of the thesis an attempt has been made to create a specific competency model for entry-level services salespeople and proposals for its practical use have been outlined. Key words: personnel psychology, psychological assessment, assessment methods and techniques, selection and development of employees, assessing the potential of individuals, competencies, competency modelling