Validity and generalizability of a role-play test to select telemarketing representatives

A role play test was developed to assess the sales skills required for success. The 30-minute test was conducted entirely by telephone and consisted of 4 role plays in which the ratee attempted to sell a service contract. In a concurrent validation study, the sum of 2 raters' independent evalua...

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Bibliographic Details
Published in:Journal of occupational psychology 1991-03, Vol.64 (Mar 91), p.37-47
Main Authors: Squires, P, Smither, J W, Torkel, S J, Ingate, M R
Format: Article
Language:English
Subjects:
Representatives
Role play
Selection
Telemarketing
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Summary:A role play test was developed to assess the sales skills required for success. The 30-minute test was conducted entirely by telephone and consisted of 4 role plays in which the ratee attempted to sell a service contract. In a concurrent validation study, the sum of 2 raters' independent evaluations of overall performance on the 4 role plays was significantly correlated with measures of sales performance. (Abstract amended)
ISSN:0305-8107