Accession Number:

ADA181151

Title:

Predicting Salesperson Performance: A Review of the Literature

Descriptive Note:

Final rept. Jan 1951-Dec 1985

Corporate Author:

PERSONNEL DECISIONS RESEARCH INST MINNEAPOLIS MN

Personal Author(s):

Report Date:

1987-02-01

Pagination or Media Count:

48.0

Abstract:

This research note reviews the research, conceptual and empirical, done on the prediction of sales performance, which appeared in the literature between 1951 and 1985. Methodological problems, including restriction in range, lack of information on predictor and criterion reliabilities, lack of cross validation studies, and questionable generalizability of results to minority populations, all preclude conclusive evidence for determining whether any of the many variables investigated successfully predict sales performance, and if so, which ones. A systematic effort to identify and map multidimensional behavior performance relations is suggested. This could serve as a critical next step in enhancing prediction of sales performance. Keywords Job performance Criterion measurement Personnel selection Recruiters Recruiting Skills Motivation Personality.

Subject Categories:

  • Administration and Management
  • Psychology
  • Personnel Management and Labor Relations

Distribution Statement:

APPROVED FOR PUBLIC RELEASE