Abstract
Over and above cognitive abilities as well as job knowledge and skills, noncognitive attributes contribute heavily to successful job performance. The dollar sales production during the calendar year 1985 of 125 salespersons of a nationwide business firm who were employed during the entire year was analyzed. A sample of 120 salespersons in the same company who had been terminated prior to the end of the calendar year was also studied. All 245 subjects had completed the AVA Placement Analysis ( 1 ) prior to initial hire. A standard job profile was determined for the sales position within the company ( 2 ) . Compatibility coeff icients berween individual persons' basic self-concept profiles and the job profile were calculated and analyzed according to four varying categories of yearly sales production for the employed sample. For the unemployed sample compatibility coefficients were compared for three categories of length of service prior to termination.
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