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Predicting sales skills

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Abstract

The purpose of this study was to validate a selection process designed to predict sales skills for a telephone sales job. First, a job analysis was performed (n=213) to identify the major functions and behavioral requirements of the job. Next, the test, a situational judgment inventory, was developed, and a concurrent criterion related validation study was completed (n=236). The criterion measures were supervisory ratings of performance. Validity coefficients ranged from r=.16 (p<.01) to r=.24 (p<.001). In conclusion, the situational judgment inventory was found an effective vehicle for measuring telephone sales skills.

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Authors and Affiliations

  1. Phillips & Associates, USA

    Janet Favero Phillips Ph.D.

Authors
  1. Janet Favero Phillips Ph.D.
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Additional information

Sincere thanks to Roz Lobus for her assistance in the earlier phases of this study.

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Phillips, J.F. Predicting sales skills. J Bus Psychol 7, 151–160 (1992). https://doi.org/10.1007/BF01013925

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  • DOI: https://doi.org/10.1007/BF01013925

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