Validation of a Selection Battery for Retail Sales People in Telecommunications

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The study employed 206 entry-level, retail sales associates working for a large telecommunications company across 70 store sites. The purpose of the study was to discriminate successful performers from those with little sales potential via a valid, fair, and practical selection procedure. The experimental test set consisted of the General Ability Battery, Sales Attitude Checklist, Wonderlic Personnel Test, SRA Verbal Form, School and College Ability Test Verbal, SPA Arithmetic Index, and SRA Reading Index. Supervisory ratings and percent revenue data were used as measures of sales performance. Based on the multiple regression results, the SPA Reading Index and SRA Verbal … continued below

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vi, 117 leaves

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McTague, T. Scott May 1992.

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  • McTague, T. Scott

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The study employed 206 entry-level, retail sales associates working for a large telecommunications company across 70 store sites. The purpose of the study was to discriminate successful performers from those with little sales potential via a valid, fair, and practical selection procedure. The experimental test set consisted of the General Ability Battery, Sales Attitude Checklist, Wonderlic Personnel Test, SRA Verbal Form, School and College Ability Test Verbal, SPA Arithmetic Index, and SRA Reading Index. Supervisory ratings and percent revenue data were used as measures of sales performance. Based on the multiple regression results, the SPA Reading Index and SRA Verbal Form were chosen to compose the final selection system for the retail sales position.

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vi, 117 leaves

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  • May 1992

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  • March 9, 2015, 8:15 a.m.

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Thumbnail image of item number 1 in: 'Validation of a Selection Battery for Retail Sales People in Telecommunications'.
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McTague, T. Scott. Validation of a Selection Battery for Retail Sales People in Telecommunications, thesis, May 1992; Denton, Texas. (https://digital.library.unt.edu/ark:/67531/metadc500517/: accessed May 26, 2024), University of North Texas Libraries, UNT Digital Library, https://digital.library.unt.edu; .

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