A sales comprehension test

Abstract

Data on 1007 non-salesmen and 397 salesmen yielded 30 discriminating items out of a test form comprising 50 items dealing with "live" selling situations. Cross-validation on an independent sample of 661 non-salesmen and 334 salesmen yielded a t of 5.8. The validity coefficient against a rating criterion for a group of 86 sales personnel was .32; for a group of 27 students of salesmanship the r with course grades was .68. Correlations of the Sales Comprehension Test with the Otis and the parts of the Thurstone PMA were all close to zero; a correlation of .39 with the Persuasive Scale of the Kuder Preference Record was found. (PsycInfo Database Record (c) 2025 APA, all rights reserved)