Selection of salesmen by means of an assessment center

Abstract

142 NEWLY HIRED MALE CANDIDATES FOR SALES POSITIONS WERE EVALUATED BY MEANS OF AN ASSESSMENT CENTER CONSISTING OF PAPER-AND-PENCIL TESTS, AN INTERVIEW, AND INDIVIDUAL AND GROUP SIMULATIONS. ASSESSMENT STAFF JUDGMENTS FOR 78 MEN WERE COMPARED WITH JOB PERFORMANCE SOME MONTHS LATER AS EVALUATED BY A SPECIAL OBSERVATIONAL TEAM. ASSESSMENT RESULTS WERE STRONGLY RELATED TO THIS CRITERION. SUPERVISORS' AND TRAINERS' RATINGS WERE NOT SIGNIFICANTLY RELATED TO THE JOB-PERFORMANCE CRITERION NOR TO ASSESSMENT RESULTS. THE FINDINGS SUPPORT RECENT STUDIES INDICATING THE EFFICACY OF THE ASSESSMENT-CENTER METHOD IN PERSONNEL SELECTION. (PsycInfo Database Record (c) 2025 APA, all rights reserved)