自動車セールスマンの販売成績と人格特性

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The purpose of this study was to investigate the effect of personality traits of car salesman on the sales performancesJust prior to engaging in practical business, 106 car salesmen underwent the Salesman Test which consisted of 10 personality scales (Adaptability, Creative attitude, Motivation, Alignment, Circumspectness, Sense of responsibility, Self-confidence, Version, Magnanimity and Comprehensibility).Results obtained from the analyses of relationships between the total number of cars sold over a fourteen-month peirod and the scores of the Salesman Test were as follows:1. The upper third of all subjects in respect of their sales performances had scored significantly higher than the lower third of them in Creative attitude, Motivation, Circumspectness and Self-confidence.2. Personality traits which had positive and significant correlation to the sales performances were Adaptability, Creative attitude, Motivation and Self-confidence.3. Personality traits which had positive and significant partial correlation to the sales performances were Creative attitude, Motivation, Alignment, Circumspectness and Sense of responsibility.4. Through Multiple Regression Analysis, partial regression coefficients of sales performances to the personality traits were computed. The partial regression coefficients to Creative attitude, Motivation, Alignment, Circumspectness and Sense of responsibility were positive and significant.From the above-mentioned results, it could be concluded that personality traits which had effect on the sales performances and, therefore, were useful to predict their performances were Creative attitude, Motivation and, Circumspectness. Furthermore, since the significant multiple regression coefficient was larger than any one of the correlation coefficients, the multiple prediction could be more valid than the prediction by some of the personality traits described above.
公益社団法人日本心理学会の論文

自動車セールスマンの販売成績と人格特性

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