Personality and ability factors in sales performance.

The Psychology of affiliation

H. R. Beech · Journal of Psychosomatic Research · 1963 · 1.6K citations

Social Sciences, Psychology, Social Psychology +5

The measurement of occupational aptitude.

Edwin Ε. Ghiselli · PubMed · 1955 · 46 citations

Education, Educational Assessment, Educational Measurement +7

THE TOMKINS‐HORN PICTURE‐ARRANGEMENT TEST*

Silvan S. Tomkins · Transactions of the New York Academy of Sciences · 1952 · 34 citations

Medicine, Design, Visual Perception +1

Psychological test differences between industrial salesmen and retail salesmen.

Marvin D. Dunnette, Wayne K. Kirchner · Journal of Applied Psychology · 1960 · 29 citations

Social Sciences, Marketing, Psychology +12

A note on the relationship between age and sales effectiveness.

Wayne K. Kirchner, Carolyn S. McElwain, Marvin D. Dunnette · Journal of Applied Psychology · 1960 · 26 citations

Management, Marketing, Marketing Management +12