A Study On The Measurement Scale For Salespersons' Selection Based On Personality Characteristics

The salesperson is the "vanguard" of an enterprise,and also actually works for profit growth in an enterprise.It plays an important role in the survival and development of an enterprise.However,the difficulty of selecting salesperson keeps as a problem in management.By combining the existing researchs with the management practices,this study has bulid up a model on sales personality to explore "what kind of saleperson will be more satisfied with the sales profession",and designed the salesperson measruement scale.The scale is in order to improve the existing selection methods.Through project analysis,exploratory factor analysis,confirmatory factor analysis and other methods,the saleperson measurement scale includes three subscales: personality,ability,career interest.The personality subscale includes three factors: emotion control,interpersonal orientation and self-confidence;the ability subscale includes two factors: listening and expressing,influencing others;the career interest subscale includes two factors: social type and enterprise type.This study further verified the reliability and validity of the scale.In terms of reliability,the Cronbacha coefficient is between 0.704 and 0.873,indicating that the reliability of each subscale is good.In terms of structural validity,the correlation coefficient of dimension is between 0.308 and 0.496,and the correlation coefficient of dimension and the overall is between 0.745 and 0.913,which shows good differentiated validity and compatible validity.In terms of the validity of criterion correlation,this study takes function(sales and non sales),working years and position level as the criterions of validity.The result shows that personality subscale,ability subscale and career interest subscale all can effectively distinguish the salesperson and other personnel;the personality subscale and ability subscale can effectively distinguish the senior salesperson(10 years and above)and other personnel;the ability scale can effectively distinguish high-level salesperson(director level and above)and other personnel.It shows that the measurement scale for salesperson's selection has good reliability and validity,and meets the requirements of psychometrics.In addition,the study also completed the normal reference score for convenience of wide use.This study has constructed a multi-level measurement model of salesperson's selection with a clear theoretical structure,as well as designed a new evaluation scale.Moreover,this study has used the measurement scale to distinct salesperson and other personnel,and also forecast the working time and position height of salespersons.This study pays more attention to the feelings of salespeople and demonstrates that the selection model is significantly related to career satisfaction,which is different from previous researches.