| It is a hot field in psychometrics studies that psychological testing applied to personnel selection in personnel management as a kind of elementary type of modem personnel testing and assessment in China. These years, personnel testing and assessment is developing to the direction of meeting certain demands of different enterprises and positions. That makes a lot of enterprises demand suitable tools of psychological testing in accordance with their requirements. It will decide the future of Chinese insurance industries after china joining the WTO whether the highly qualified can be selected into groups of insurance salesmen. The particularity of insurance sale promotion requires that the highly qualified insurance salesmen have excellent psychological quality. Till now, however, it is short of efficient selective testing tools for assessing insurance salesmen's psychological quality as well as the lack of specific cognition. In this research, on hand, the psychological quality a successful insurance salesman is supposed to have is reviewed systematically through strict job analysis, on the other hand, the questionnaire to test and assess insurance salesmen's psychological quality with high reliability and validity is constructed and computerized, in order to provide effective means for selecting insurance salesmen.Part one: research background and literature review. In this part, the concept and rationale of modem personnel testing and assessment andpsychological testing, the history and status quo about psychological testing applying to modem personnel testing and assessment, achievement of related research and significance of this research, are expounded.Part two: the developing of the system of insurance salesman psychological quality testing and assessment elements. General position character and personnel requirements are induced objectively through the strict job analysis of insurance sale promotion. On the basis of the analysis, the system of insurance salesman psychological quality testing and assessment elements is developed. This system obeys to principles of standardized system of testing and assessment elements with the character of strictness, conciseness, exactness, practicality and maneuverability.Part three: the construction of the questionnaire to test and assess insurance salesmen's psychological quality. This questionnaire adopts the system of insurance salesman psychological quality testing and assessment elements as the blueprint of the construction, psychometric rules are abided by on compiling items, pre- testing, item analyzing, retesting and checking up the reliability and validity. The result of the item analysis of the pretest questionnaire bespeaks that most of the items adopted by the retest questionnaire have high quality, the discrimination indexes of them above .20, and be regarded as qualified by the experts. The result of reliability and validity analysis bespeaks that this questionnaire has high reliability and validity, with split-half reliability coefficient of .90** and internal consistency reliability coefficient of .89**. Criterion-related validity coefficient is .308*, .371** or .446** according to different validity-samples. The result of factor-analysis of retest data bespeaks that there are 9 psychological factors (latent traits) effecting insurance sale promotion greatly, which are amenity, self-control, accountability, social-adaptability, work attitude, emotion stability, aspiration, empathy andinterests.Part four: the introduction of the computerized testing and assessment system of insurance salesmen's psychological quality. In this part, the basic operation of the system with an example of result explaining is introduced.Part five: conclusions of the research. In this research, four conclusions are drawn: 1) There are 27 psychological indexes effecting insurance sale promotion greatly, which can be merged into 9 latent psychological factors mainly. They are amenity, self-control, accountability, social-adaptability, work attitude, e...
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