| Abstract: | A variety of personality and ability tests were utilized in a study devised to isolate effective predictors of sales success and to study the various factors in sales performance. The Ss were 65 dealer salesmen employed by a mojr petroleum company. Objective criterion measures were developed using sales figures covering a 4-year period. After cross-validation 2 tests emerged as reliable predictors. The Wechsler Adult Intelligence Scale Arithmetic subtest yielded correlations with criterion measures in the low .30s. The Tomkins-Horn Picture Arrangement Test yielded correlations in the high .50s. On the latter test measures of dependence, sociophilia, self-confidence, and happiness were found in association with successful sales performances; measures of low aggression, sociophobia, and strong superego were found in association with poor performance. From Psyc Abstracts 36:05:5LD06M. (PsycINFO Database Record (c) 2010 APA, all rights reserved) |
