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Validation of a Selection Battery for Retail Sales People in Telecommunications

The study employed 206 entry-level, retail sales associates working for a large telecommunications company across 70 store sites. The purpose of the study was to discriminate successful performers from those with little sales potential via a valid, fair, and practical selection procedure. The experimental test set consisted of the General Ability Battery, Sales Attitude Checklist, Wonderlic Personnel Test, SRA Verbal Form, School and College Ability Test Verbal, SPA Arithmetic Index, and SRA Reading Index. Supervisory ratings and percent revenue data were used as measures of sales performance. Based on the multiple regression results, the SPA Reading Index and SRA Verbal Form were chosen to compose the final selection system for the retail sales position.

Identiferoai:union.ndltd.org:unt.edu/info:ark/67531/metadc500517
Date05 1900
CreatorsMcTague, T. Scott
ContributorsBeyerlein, Michael Martin, Johnson, Douglas A., Galue, Alberto
PublisherUniversity of North Texas
Source SetsUniversity of North Texas
LanguageEnglish
Detected LanguageEnglish
TypeThesis or Dissertation
Formatvi, 117 leaves, Text
RightsPublic, McTague, T. Scott, Copyright, Copyright is held by the author, unless otherwise noted. All rights reserved.

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