Techniques of Salesman Selection

A sales comprehension test.

“…The reader will find an excellent review of the literature on selection of sales personnel in Husband's article (3). Since that publication Rock (4) has published an article on his Sales Situations Test.…”

Chapter IV: Appraisal of the Individual

“…Husband (63) reviewed the extensive literature from 1935 dealing with the selection of salesmen. He concluded that the weighted scale of personal history data is the most valuable selection technic and that the Strong Vocational Interest Blank also has some definite possibilities.…”

A study of the validity of the Sales Comprehension Test and Sales Motivation Inventory in differentiating high and low production in life insurance selling.

“…This is especially true in the life insurance sales field which has been supporting a group of psychologists to work on this and related problems. Husband (1949) provided an excellent review of the literature on the selection of sales personnel up to that date, and more recently Austin (1954) reviewed research pertaining to sales personnel selection. Basically, published research indicates that there is considerable room for improvement in tools used for sales personnel selection.…”