search query: @indexterm SELECTION OF PERSONNEL / total: 491
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| Author: | Squires, P. Torkel, S. Smithers, J. |
| Title: | Validity and Generalizability of a Role-Play Test to Select Telemarketing Representatives |
| Journal: | Journal of Occupational Psychology
1991 : MAR, VOL. 64, p.37-47 |
| Index terms: | SELECTION OF PERSONNEL TELEPHONE SELLING JOB PERFORMANCE |
| Language: | eng |
| Abstract: | A role-play test was developed to assess sales-skills for a telemarketing representative job. The 30-minute role-play test was conducted entirely by telephone and consisted of four role-plays. The reliability and validity of the role-play tests are described. The results showed that truly independent ratings of overall performance from a role-play test reliably predicted our objective job performance criteria and supervisory ratings of job performance too. |
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