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A meta-analytic review of the effectiveness of personnel selection procedures and training interventions in sales occupations Farrell, Seonaid

Abstract

Applied research on the effectiveness of personnel selection procedures and training interventions in sales occupations was examined by meta-analytic techniques. The literature review included 170 predictorcriterion effect sizes of selection procedures, and 12 effect sizes of training interventions. On average, composite-domain selection assessments predicted salesperson performance (multiple R = .59, p < .05), while the effects of single domain selection assessments and training interventions (r = .27, p > .05; r= .16, p > .05, respectively) were not statistically significant. Among the personnel selection procedures, subjective ratings of performance were predicted by personality assessments (r = .20, p < .05), biographical information inventories (r = .20, p < .05), and cognitive ability (r = .32, p < .05). While objective measures of performance were predicted by special purpose sales assessments (r = .49, p < .05). An analysis of the utility of selection procedures and training interventions based on the average effect sizes found in the present study revealed substantial dollar value gains to the company from the use of personnel selection procedures and training interventions in sales occupations.

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