A study of the validity of the Sales Comprehension Test and Sales Motivation Inventory in differentiating high and low production in life insurance selling

Abstract

"Sixty ordinary life insurance agent volunteers were obtained from 17 companies operating in Nebraska. All were experienced life insurance salesmen. The population was dichotomized unequally into 'successful' and 'unsuccessful' groups on the basis of insurance sold during the previous calendar year. All men completed the Sales Motivation Inventory and Sales Comprehenhion Test… . Scores of the two instruments, when combined, yielded a t significant at the .01 level." "These findings suggest that the Sales Motivation Inventory is capable of differentiating the more competent life insurance salesmen from the less competent life insurance salesmen in the geographical area covered, and under the circumstances of this study." 29 refs. (PsycInfo Database Record (c) 2025 APA, all rights reserved)