Predicting Success in Sales Selection Through Discrimination Analysis

Randall, E. James
August 1988
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p65
Academic Journal
The article presents an abstract to the paper "Predicting Success in Sales Selection Through Discrimination Analysis," by John Lanasa. In this study the author evaluated seventy-one salesman and developed a discriminant function to product to which group the individual candidate would belong. The discriminant scores predicted 97% accurately in group membership. This technique can be used to assist the sales manager in selection by providing a barometer to which new personnel can be measured.


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