The report was examining how to tell who would survive as a Tremco Salesman.
At that time, the psychologist noted that the "Tremco Test" taken by applicants that apparently passed and were hired were apparently not good predictors of who would survive.
Of those who took the test in 1939, in one year, only apparently half survived, which was 32 out of 65 employed.
However, if the criteria below had been employed, a 4 to 1 ratio of those who would have been hired would have succeeded, it was found.
Used in their analysis was data from applications in use by potential employees since those applications were used, in 1930.
Part of the reason for failing may have had to do with conscience......read on......
The stated goal of a Tremco Sales Rep was to sell, dollars of sales being the overriding factor, and the following were deemed to be good criteria in selection of salesmen who would be driven to succeed, 70% of those who succeeded had these or other almost as highly rated criteria:
1. Age under 39.
2. 6'-0" high and over.
3. Married.
4. Just one dependent.
5. No or $5,000 to $10,000 worth of insurance.
6. Amount of Debts: Current.
7. Either Grades 1-8 or Grade 12 or one year of College in Schooling.
8. Number of clubs they belonged to: either none or two.
9. Years on last job: 6 to 9 years and 11 months.
10. Experience in maintenance: Any amount.
11. Experience on all previous jobs (totaled): 6.5 to 10 years.
12. Average monthly earnings on last regular job:
$200 to $249, where $400 and up was the highest category.
13. Reason for leaving last regular job: Still employed.
Interesting to an Industrial Psychologist, but here is where it gets even more interesting -
an "Interview Rating Chart" was developed, designed to get at other qualities, as follows:
"(1) Capacity for day-after-day plugging
On previous jobs did he work regular hours; make 8-10 calls a day, dig up his own prospects; work on his own without much supervision?
Does he have the courage to "stick it out"?
Has he changed jobs frequently?
Has he completed what he set out to do?
Does the darker side of our proposition make him
hesitate? ......"
Did you catch that????
The "Darker Side" - of sales???
Say what?!?!?!
Here's a very good clue as to what that "Darker Side" might be:
In public records disclosed, an email from a Tremco rep to Indiana School Officials was found, inviting them to hear famous speakers in Indianapolis while noting that the tickets he was giving them cost $250.
Apparently, such actions are not allowed in Indiana. Supposedly.
See Diana Vice's blogpost of her discovery in documents surrendered in a public records request, at: http://diana-vice.blogspot.com/2009/01/tremcos-motivational-gift-offer-raises.html
So: What else might "the Darker Side" of a sales reps' job be?
Clues, ideas, knowledge of what that is, anyone? (tongue-in-cheek)
This "Darker Side of Sales" reminds me of the time I was hired by an architect in San Francisco who lied to me about his work and what I would be hired to do. I told him no schools, no specs for schools.
He assured me he did not do schools.
First thing he did was put me on specs, without knowledge of what they were for. A few days into the job, he wanted me to go to a jobsite. He told me that we were going to East Palo Alto, a rough area of San Francisco bay Area, and on the way told me it was a Middle School.
Me oh my.....Pinocchio in person......
We walked into the Turner Construction trailer, sat down for a meeting with the construction manager and his staff person, and not more than 10 to 15 minutes into the meeting, a 30ish guy from the School District literally burst into the trailer, with a sheaf of papers in his hand, shoving them at the construction manager, interrupting and saying, "Use these sanitary equipment suppliers' goods, this is what we use." And the Turner Manager said "No! We already have a [spec] document that shows several that we have bid out!" and the School District person demanded and said "No, we use these and you are going to use them in the buildout." Over and over.
The Turner Construction Manager then leaned back, a big tall guy, and folded his arms, and said, "Kickbacks, eh?!??!?!"
The Architect who had lied to me had sweat literally pouring down his forehead, and would not look at me in the eye. He had in fact printed up business cards for me that were bogus, with another last name on them for myself.
We got up to the City and I walked out on that Architect. Lying to me and trying to involve me in the scams - just another doing it here - was out of the question.
The "Darker Side".
And so that brings us to today.
Let's see, what is that the Democrats rushed through Congress January 28, 2009?
A "Stimulus" package involved in what again?????
Public Works "construction contracting"?????
My, my my.
Who is "Blagojeviching" now????
This is going to be fun.
Tremco and Garland and Hickman and Phoenix Air Controls and Norman S. Wright and Sanitary Suppliers and so many more: You think Diana Vice and I are the only ones out there who know about what you are doing?
Think again.
If over 200 people in 24 states tracked me down and called me out of the blue in the first 9 months after being fired for whistleblowing to the FBI about kickbacks for contracts at the University of California to give me as much info as they could....and many more since.....to get info out there......well, well, well!
How many more are there now that know ALLLLL about these scams?????
The "Darker Side of Sales"!
