Identifying Successful Industrial Salesmen by Personality and Personal Characteristics

Harvard business review

1993 • 13,965 citations

The Psychological Bulletin

1904 • 4,462 citations

Development of an empathy scale.

1969 • 1,440 citations

Description and Measurement of Personality.

1947 • 980 citations

The adjective checklist manual

1965 • 677 citations

Edwards Personal Preference Schedule

1956 • 566 citations

Selling as a Dyadic Relationship – A New Approach

1963 • 323 citations

A New Formula for Predicting the Shrinkage of the Coefficient of Multiple Correlation

1931 • 269 citations

Personality and empathy.

1950 • 232 citations

[Exploration of the personality].

1967 • 149 citations

Callplan: An Interactive Salesman's Call Planning System

1971 • 146 citations

A caution respecting the measurement of empathic ability.

1952 • 83 citations

Personality and ability factors in sales performance.

1962 • 71 citations

The Salesman's Role Revisited

1966 • 69 citations

Interorganizational Conflict, Linkage, and Exchange: A Study of Industrial Salesmen.

1969 • 56 citations

The Effects of Expectation Levels and Role Consensus on the Buyer-Seller Dyad

1966 • 50 citations

Concentration by Salesmen on Congenial Prospects

1964 • 46 citations

Predictive value of the Empathy Test in automobile salesmanship.

1952 • 37 citations

An Optimal Plan for Salesmen's Compensation

1964 • 35 citations

Psychological test differences between industrial salesmen and retail salesmen.

1960 • 29 citations

A note on the relationship between age and sales effectiveness.

1960 • 26 citations

Correlates of Success in Retail Selling

1960 • 25 citations

Modes of Interpersonal Behaviour

1969 • 23 citations

Prediction of department store sales performance from personal data.

1952 • 22 citations

IV. Comparison of Cross-Validation with Statistical Inference of Betas and Multiple R From a Single Sample

1951 • 22 citations

ASSESSMENTS OF HIGHER‐LEVEL PERSONNEL: II. VALIDITY OF THE OVER‐ALL ASSESSMENT PROCESS

1962 • 20 citations

Factors in sales success.

1957 • 17 citations

A report of research on the selection of salesmen at the Tremco Manufacturing Company.

1941 • 13 citations

The Relation of Test Scores To Sales Criteria¹

1960 • 13 citations

Personality and Performance-Satisfaction of Industrial Salesmen

1971 • 9 citations

A NOTE ON THE CONSTRUCT VALIDITY OF THE CONCEPT OF EMPATHY

1962 • 8 citations

THE PRIMARY DIMENSIONS OF ITEM RATINGS ON SCALES DESIGNED TO MEASURE 24 OF MURRAY'S MANIFEST NEEDS

1959 • 7 citations

Research Use of the ICL

1963 • 7 citations

Sales Planning and Control Using Absorbing Markov Chains

1967 • 5 citations