Propensity to Selling Scale: Construction of a Short Instrument for Assessment of Propensity to Selling
Abstract
Sales occupation is one of the most frequent in the job market, and selection of successful salespeople is typically among the highest priorities of their companies. Research aimed at explaining sales performance showsthat traditional psychometric predictors are limited in achieving this goal. Common constructs that are typically related to work behaviour, such as abilities or personality traits, typically show non-significant or low relations...
Paper Details
Title
Propensity to Selling Scale: Construction of a Short Instrument for Assessment of Propensity to Selling
Published Date
Jul 15, 2021
Journal
Volume
30
Issue
2
Pages
279 - 296
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Notes
History