An analysis of relation between personality traits and job performance in sales occupations

Abstract

Several pieces of information about 500 people engaged in sales occupations in nine companies were used to examine (1) the relation between the Diamond Sales Aptitude Test score and criteria, i. e., job performance rating and overall rating by their superiors, and (2) the effects of tenure in sales occupation on the test score. Results indicated that personality traits in this test appear to have a predictive value for success in sales occupations. Job performance rating was positively correlated with Motivation (p