EXERCISE 8.3: PREDICTING SALES JOB PERFORMANCE USING ZERO-ORDER CORRELATIONS OBJECTIVE: To practice computation of a validity coefficient using statistical software.

PROLOGUE: A sales manager hoping to improve the selection process for the position of product sales compiled the data file “Sales.sav” (see Appendix B). The manager administered several tests to her current employees and also collected basic demographic information. Simultaneously, the manager collected performance data in the form of quantity of products sold by each employee in the past month. Table 8.2 shows the variables in the data file, which include the following: