Title

Predicting Sales Performance

Authors

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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