| Summary: | Legislative pressures are being brought to bear on South African employers to
demonstrate that occupational assessment is scientifically valid and culture-fair.
The development of valid and reliable performance-based assessment
tools will enable employers to meet these requirements. The general aim of
this research was to validate a performance-based assessment battery for the
placement of sales representatives. A literature survey examined alternative
assessment measures and methods of performance measurement, leading to
the conclusion that the combination of the work sample as a predictor
measure and the managerial rating of performance as a criterion measure
offer a practical and cost-effective assessment process to the sales manager.
The empirical study involved 54 sales persons working for the Commercial
division of an oil marketing company, selling products and services to the
commercial and industrial market. By means of the empirical study, a
significant correlation was found between performance of sales
representatives in terms of the performance-based assessment battery for the
entry level of the career ladder and their behaviour in the field as measured by
the managerial performance rating instrument. The limitations of the sample, however, prevent the results from being generalised to other organisations. === Industrial & Organisational Psychology === M.A. (Industrial Psychology)
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