Recent research in the selection of life insurance salesmen

Abstract

A combination of personal history items and Kornhauser's test of personality characteristics was found to give a good prediction both of the production of life insurance salesmen and of their ability to survive in the business. For optimal effectiveness, the first predictor is weighted one and one half times as much as the second for younger applicants, the reverse being done for older applicants. (PsycInfo Database Record (c) 2025 APA, all rights reserved)