Abstract
Sales managers have typically directed an all-male sales force. Today, they are recruiting women for positions in industrial sales. Whereas such managers may have a number of questions about women, probably the single most important question is how men and women compare in job performance. Although trade publications report that women have done quite well in sales [1], the question should not be considered resolved. Trade reports are extremely useful but are not based on systematic evidence. Another difficulty with trade reports is the failure to test for spurious relationships, that is, apparent relationships due to variables correlated with both sex and performance. In particular, variables that may be related to both sex and job performance should be examined to see whether job performance differences are actually due to the sex of the person or whether such relationships are spurious.
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