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| Author: | Squires, P. Torkel, S. J. Smither, J. W. |
| Title: | Validity and generalizability of a role-play test to select telemarketing representatives |
| Journal: | Journal of Occupational Psychology
1991 : MAR, VOL. 64:1, p. 34-47 |
| Index terms: | TELEPHONE SELLING SALESMEN SKILLS SELECTION OF PERSONNEL APTITUDE TESTS PERFORMANCE MEASUREMENT RATING SCALES |
| Language: | eng |
| Abstract: | A role-play test was developed to assess the sales skills required for success in a telemarketing job. The 30-minute test was conducted entirely by telephone and consisted of four role-plays in which the ratee attempted to sell a service contract. In a concurrent validation study, the sum of two raters' independent evaluations of overall performance on the four role-plays was significantly correlated with both objective and subjective measures of sales performance. Based on generalizability analyses, this study demonstrated that ratings from a 30-minute telephone role-play test are valid and reliable predictors of sales performance. |
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