[Review of the book Ability to Sell

Abstract

Reviews the book, Ability to Sell by Merrill Jay Ream. In the work of Dr. Ream, the successful solicitor has been found characterized by: "introversion, facility in immediate reply to objections, ready decision, average intelligence as measured by tests, economic and social conservatism, adaptability, and interest in people." The report is of very brief compass. There is a minimum of irrelevant material, and possibly some that should have been included is absent. Especially is this the case with data relating to the reliability of the tests that have been used. If this has not been established of course the work rests on a chance foundation. The book was written with a lucidity and conciseness that is unusual and highly commendable. This is scarcely justification, though, for omitting reference to the determination of test reliability since the general reader needs more caution about this pitfall than does the technical reader. (PsycInfo Database Record (c) 2025 APA, all rights reserved)