Measurement and the Selection of Salesmen

Abstract

Get full access to this article

View all access options for this article.

References

Achilles, Paul S. and Schultz, R.S. "Characteristics of Life Insurance Salesmen ." Personnel Journal, XII (1934), 260-263.

Bills, M.A. "Selection of Casualty and Life Insurance Agents." Journal of Applied Psychology, XXV ( 1941), 6-10.

Buros, O.K. The 1940 Mental Measurements Yearbook, Sec. 1243.

Dodge, A.F. "Social Dominance and Sales Personality." Journal of Applied Psychology, XXII (1938), 132-139.

Goldsmith, D.B. "The Use of Personal History Blank as a Salesmanship Test." Journal of Applied Psychology, VI (1922),149-155.

Hampton, Peter. "Personality and Success in Selling." Personnel Journal, XIX ( 1940) 108-115.

Horst, Paul. "Increasing the Efficiency of Selection Tests ." Personnel Journal, XII (1934), 255-259.

Knowles, A.S. "Measuring Salesmen's Performance." Advanced Management, VI ( 1941), 50-57.

Kornhauser, A.W. and McMurry, R.N. "A Scientific Procedure for the Selection of Salesmen." Journal of Applied Psychology, XXV (1941), 1-5.

10.

Kornhauser, A.W. and Schultz, R.S. "Research on Selection of Salesmen ." Journal of Applied Psychology, XXV ( 1941) 1-5.

11.

Kurtz, A.K. "Recent Research in the Selection of Life Insurance Salesmen." Journal of Applied Psychology, XXV ( 1941),11-17.

12.

Lewin, Kurt. A Dynamic Theory of Personality. New York: McGraw-Hill, 1935.

13.

Life Insurance Sales Research Bureau. Measuring Aptitude for Life Insurance Selling. 1938.

14.

Lovett, R.F. and Richardson, M.W. "Selecting Sales Personnel: the Significance of Various Types of Test Material." Personnel Journal, XII (1934), 248-253.

15.

Ohman, O.A. "A Report on the Research in the Selection of Salesmen at the Tremco Manufacturing Company." Journal of Applied Psychology, XXV (1941 ), 18-29.

16.

Ream, M.J. Ability to Sell. Baltimore: Williams and Wilkins, 1924.

17.

Schultz, R.S. "Standardized Tests and Statistical Procedures in Selection of Life Sales Personnel." Journal of Applied Psychology, XX (1936), 553-566.

18.

—. "Test Selected Salesmen Are Successful." Personnel Journal, XIV ( 1935), 139-142.

19.

Shartle, C.L. in discussion following Sredenschedk, W.A. "Procedures in the Selection of Salesmen." American Management Association , Marketing Series, 1940, No. 39. 20. Strong, E.K. "Interests and Sales Ability." Personnel Journal, XIII (1934), 204-216.

20.

Super, D. "The Bernreuter Personality Inventory: A Review of Research." Psychological Bulletin, XXXIX ( 1942), 94-125.

21.

Treuhaft, W.C. "The Psychologist's Role in the Sales Organization ." American Management Association, Marketing Series, 1941, No. 45, pp. 5-10.