Standardized tests and statistical procedures in selection of life insurance sales personnel

Abstract

"Tests for general intelligence, extraversion, ascendance and interests were administered to 566 new agents and 115 assistant managers. Comparison of results with job performance ratings and sales production records do not reveal direct linear relationships. A method of determining favorable score areas shows significant relationship with various criteria of success. 1. (a) Extraversion and ascendance to a moderate degree and intelligence above the twentieth percentile are most predictive of success in selling. (b) Age, education, experience, racial stock, and length of service do not show reliable trends. 2. (a) With assistant managers the intelligence test in combination with a personal data score is most significant. (b) A method of 'progressive selection,' developed in accordance with procedures of clinical psychology, is proposed as a practical aid in selection and training of assistant managers." (PsycInfo Database Record (c) 2025 APA, all rights reserved)