Factors in sales success

Abstract

For the job of combination agent, an objective measure of job performance was correlated with each of 17 other variables in a sample of 346 agents, on whom were also obtained scores on a test of life insurance knowledge and data on life insurance ownership. "The data presented are consistent with the conclusion that the salesman's belief in his product (as measured by his own buying behavior) and his motivation are more important in determining how well he does his job than is product knowledge. Length of service shows no significant relation to job performance." (PsycInfo Database Record (c) 2025 APA, all rights reserved)