Dr. Sander Marcus is a clinical psychologist with the Center for Research & Service at the Illinois Institute of Technology (IIT) in Chicago. Specializing in motivational, career, and business areas, he has co-authored two books on underachievement and a nationally used sales test for hiring and training (the SalesAP, Sales Achievement Predictor), as well as dozens of articles. He can be contacted at marcus@iit.edu, 312-567-3358.

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If you’re hiring salespeople, you know that how you interview them is crucial. If you’re like most interviewers, your major concern is what questions to ask. But after you’ve asked a great question, h...

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