SELLING AND THE SALESMAN: PREDICTION OF SUCCESS AND PERSONALITY CHANGE1
ALLEN A. TURNBULL, JR.' Lynchburg College and Randolph-Macon IVoma~r'sCollege Summary.-By administering a personality inventory and atcitude questionnaire to 201 college-student salesmen prior to and after a selling experience, a n attempt was made to (1) measure the predictive value of several personalicy and atcitudinal variables i n regard to sales success and ( 2 ) assess any personality changes after a short selling period. None of rhe main predictor variables (Extraversion, Self-esteem, and Machiavellianism) correlated significantly with the nvo criteria of sales success. Combining the variables via a discriminant function analysis did not result in significant discrimination of sales success among salesmen. However, at the end of the selling period, all salesmen showed ,005) and self-esteem scales a significant increase o n the exrraversion ( p (p , 0 0 5 ) . Several possible explanations for these results were discussed.
Selling and the salesman: prediction of success and personality change.
Psychological Reports, 1976, 38, 1175-1180. @ Psychological Reports 1976
SELLING AND THE SALESMAN: PREDICTION OF SUCCESS AND PERSONALITY CHANGE1
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