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- Publisher
- Wiley
- Copyright
- Copyright © 1960 Wiley Subscription Services, Inc., A Wiley Company
- ISSN
- 0031-5826
- eISSN
- 1744-6570
- DOI
- 10.1111/j.1744-6570.1960.tb01518.x
- Publisher site
- See Article on Publisher Site
Abstract
Summary Information about 21 petroleum salesmen was used to determine the relation of certain test scores to three criteria of proficiency in selling. A sales quota criterion was more predictable than ratings. Tests which gave significant differences between high‐ and low‐producing salesmen were the Otis Test of Mental Ability, four scales of the Bernreuter Personality Inventory, Tact and Diplomacy of the Moss‐Hunt Social Intelligence Test, and the Sales Manager scale of the Strong Interest Test. The scales of the Washburne S‐A Inventory did not differentiate between either the production or the ratings of salesmen.
Journal
Personnel Psychology – Wiley
Published: Mar 1, 1960