Over and under achievement in a sales school in relation to future production

Abstract

A group of 91 beginning life insurance salesmen who received a score of "A" on the Life Insurance Scale of Strong's Vocational Interest Blank and a score of "A" on the Aptitude Index were studied. Chi square tests showed those with higher achievement than predicted in "basic school" compared to those with lower achievement to: (1) remain with the company longer, (2) produce more paid premiums, and (3) be promoted to supervisory positions oftener. (PsycInfo Database Record (c) 2025 APA, all rights reserved)