Posted: December 31st, 2014
Developing a scale for assessment
Scale Measurement
You are the National Sales Manager for Perry Pharmaceutical, Inc. You have been concerned with trying to determine the most important characteristics a salesperson
must possess to be successful. Much of the current research suggests that salesperson adaptiveness is a key component of success. You would like to determine if this
is indeed the case. To assess this, you need to develop a scale to measure salesperson adaptiveness, collect data with your sales force, and then compare the results
to each individual’s sales record. Determine the kinds of questions you would include. Identify any general areas that you think must be measured with a number of
different questions. Support your claims with examples from required material(s) and/or other scholarly resources, and properly cite any references.
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