A STRATEGY FOR SALESMAN SELECTION

Abstract

When advocating the use of certain psychological tests in the selection of life insurance salesmen, Schultz pointed out that if every salesman in the group he studied had been selected on the basis of test scores, total production for the whole group would increase by 75%.

Citation

Ingleton, C. (1972), "A STRATEGY FOR SALESMAN SELECTION", Management Decision, Vol. 10 No. 1, pp. 18-26. https://doi.org/10.1108/eb000980