Abstract
ABSTRACT This paper compares the ability of two self-report measures of adaptability and their relationship with sales success. Adaptability has been hailed as a critical trait for sales success. The test with the stronger correlation with sales success could be used as a preselection tool in the hiring process for telemarketers. Telemarketing has become an integral part of services marketing and any tool that can help find good telemarketers deserves to be added to the company personnel selection arsenal.
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