Resumen

LITTLEWOOD ZIMMERMAN, Herman Frank  y  COLIN SANCHEZ, Ana Catalina. Personnel selection test design based on classical test theory, the case of car salespeople. Contad. Adm [online]. 2024, vol.69, n.3, pp.118-142.  Epub 05-Dic-2025. ISSN 0186-1042.  https://doi.org/10.22201/fca.24488410e.2024.4718.

The aim is to design a valid and reliable test for the selection of motor vehicle salespeople who work at a national distributor and share the validation process proposed by the classical test theory. In the first phase, a qualitative study of an exploratory and inductive phenomenological type was conducted, through interviews, focus groups and analysis of applications, so as to identify the characteristics of successful salespeople, and in a second phase, a quantitative test was designed to measure such characteristics. identified in the first phase. Eleven traits were identified in the first phase, none was related to sales commissions, but a factorial analysis identified a construct of fifteen items, with a reliability of .94, which correlates significantly and negatively (-.41**). with sales commissions, and that selects salespeople who earn more than double in sales commissions. A LISREL confirmatory factor analysis confirms the findings of the exploratory analysis. Since this is a first study, it needs to be replicated with other samples to confirm validity. No published sales tests were found in the international and Latin American literature that provide evidence of construct and criterion validity; tests can contribute to the optimization of talent management. The main finding is the identification of a construct that predicts sales success.

Palabras llave : C53; J00; M12; classical test theory; validity; reliability; salespeople.

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