Predicting Sales Performance

    Authors

    W. A. Burroughs;L. L. White

    Comments

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    Abbreviated Journal Title

    J. Bus. Psychol.

    Keywords

    JOB-PERFORMANCE; VALIDITY; BEHAVIOR; Business; Psychology, Applied

    Abstract

    This study investigated the relative effectiveness of several types of predictors of sales performance in a human resource consulting firm. These predictors included scores on an assessment center, a structured interview, a test of technical knowledge, and a simulated sales presentation. The criterion measure used was supervisory ratings of overall sales performance, or ''the extent to which this person accomplishes sales quotas.'' In addition, the skill to skill validity of the counselor selling dimension, which included relating, discovering, supporting, advocating, and collaborating, was assessed. Results indicated that both the structured interview and the assessment center were effective in predicting sales performance, (R = .63, F = 7.90, p = .002). Also, this study indicates that performance in each of the skill areas of an assessment center or of an interview is a valid predictor of on the job performance in each of the same skill areas.

    Journal Title

    Journal of Business and Psychology

    Volume

    11

    Issue/Number

    1

    Publication Date

    1-1-1996

    Document Type

    Article

    Language

    English

    First Page

    73

    Last Page

    84

    WOS Identifier

    WOS:A1996VC31800007

    ISSN

    0889-3268

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