FACTORS IN SALES SUCCESS
成果类型：
Article
署名作者：
BAIER, DE; DUGAN, RD
刊物名称：
JOURNAL OF APPLIED PSYCHOLOGY
ISSN/ISSBN：
0021-9010
DOI：
10.1037/h0042034
发表日期：
1957
页码：
37-40
关键词：
摘要：
For the job of combination agent, an objective measure of job performance was correlated with each of 17 other variables in a sample of 346 agents, on whom were also obtained scores on a test of life insurance knowledge and data on life insurance ownership. The data presented are consistent with the conclusion that the salesman''s belief in his product (as measured by his own buying behavior) and his motivation are more important in determining how well he does his job than is product knowledge. Length of service shows no significant relation to job performance..
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