The general theory underlying the use of personal history analyses in sales force selection is that:
A)They are easy and inexpensive to conduct.
B)If a firm finds some traits present in good sales reps and absent in poor ones,it is presumed that these are some of the traits required for success in the job.
C)There are no other methods which can be used to determine desirable traits required for success in the job.
D)Only the traits uncovered in these analyses are important in a sales job.
E)All of these are correct.

Question

Quizplus · Accepted Answer

Personal history analyses are used in sales force selection because they help firms to identify traits that are necessary for success in the job. By analyzing the personal histories of successful and unsuccessful sales reps, a firm can identify common traits among the successful reps that are absent in the unsuccessful ones. These traits can then be used to develop a job profile for the position, which can be used to guide the selection process. While other methods can also be used to determine desirable traits for success in the job, personal history analyses are often seen as a useful starting point.

The General Theory Underlying the Use of Personal History Analyses