Pattern analysis of biographical predictors of success as an insurance salesman

Abstract

Attempted to examine, with the aid of a computer program, all possible combinations of biographical items associated with different levels of sales production. The Ss were 1525 life insurance salesmen. A combination of high prior income and more than 2 dependents at the time of application was found descriptive of high producers. Low producers were characterized by low earnings prior to their appointment. Age, education, marital status, and sales experience were of negligible importance. (PsycInfo Database Record (c) 2025 APA, all rights reserved)