Predictive value of the Empathy Test in automobile salesmanship

Abstract

It was found that Empathy Test scores for 32 automobile salesmen were significant predictors of sales records ( r = .44), that test scores were significant predictors of the job success of sales crew members as ranked by their sales managers ( r = .71), and the test scores correlated with success rankings of used car salesmen with r 's of .12 and .17. The superior predictive ability of the test on new car salesmen is tentatively attributed to the differential effects of television advertising on the selling operation for new and used cars. A frustration-aggression situation is hypothesized to arise more frequently in the latter. (PsycInfo Database Record (c) 2025 APA, all rights reserved)