Psychological test differences between industrial salesmen and retail salesmen

Abstract

How does the prediction of success in selling vary according to the type of selling done? Using a Sales Job Description Checklist, 50 retail salesmen and 70 industrial salesmen were identified and given an intelligence, interest, and personality inventory, plus an adjective checklist. "The Industrial salesman places heavy emphasis on ingenuity, inventiveness, and the exercise of his wits in his job… . The Retail salesman places heavy emphasis on planning, hard work, and persuading other people of his point of view or way of doing things." (PsycInfo Database Record (c) 2025 APA, all rights reserved)