Salesperson Performance (Behrman & Perreault)
HR & WorkReliability: alphas 0.79–0.923 sample items
About this scale
A 30-item measure of salesperson performance across five domains: technical knowledge, adaptability, teamwork, sales presentations, and sales planning.
Sample item(s)
“I am knowledgeable about my company's products (technical)”
“I am flexible in my selling approach (adaptability)”
“I generate the most sales of new products in my district (presentations)”
Reliability
Reported internal consistency: alphas 0.79–0.92. As a rule of thumb, Cronbach’s α ≥ .70 is considered acceptable, ≥ .80 good, and ≥ .90 excellent for established measures.
Notes
Foundational sales-performance measure.
Source & citation
Behrman, D. N., & Perreault, W. D. (1982): Measuring the performance of industrial salespersons. Journal of Business Research, Vol. 10, No. 3, pp. 355–370.
Source. Scale details are summarised from the publication cited above. Always consult the original source for the full item set, scoring, and permission to use.
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