Training Salesman with the Sales Management Game

Abstract

A large company, seeking to fill a vice presidential vacancy in its ranks, decided to interview three prospects from its ranks. The first applicant, who headed the firm’s engineering division, was interviewed at length. Finally, the interviewer asked him: “Tell me, Charley, what does two and two equal?” Without hesitating the engineer answered, “Four! Two and two are always four. This is a primary law of mathematics.” The interviewer thanked the engineer and requested that the second applicant, the firm’s national sales manager, report for an interview.