A sales situation test

Abstract

Sales managers from various industrial and commercial companies were asked to make up selling situations that would require sales judgment. 25 of these situations were selected for the test, each one having four alternate judgments to be ranked from one to four. Results are reported for three groups of subjects to whom the test was administered: industrial salesmen, commercial salesmen, and non-salesmen. Differences between each of these groups are statistically significant. The correlation between this test and the File-Remmers How Supervise Test, on a group of 26 supervisors was .65. (PsycInfo Database Record (c) 2025 APA, all rights reserved)