Conrad's new book, "Beyond Real Estate Licensing: Case Study
Analysis of Behavioral Assessment Relationship Applied to Human
Performance" is an outgrowth of his doctoral studies. The specific
problem this research addresses pertains to whether behavioral
readiness has an impact upon real estate brokerage sales
performance. Although real estate students may score high on the
real estate licensing examinations, it may not prove the student's
ability to perform in a real estate brokerage performance sales
environment. The most important performance criteria in real estate
sales could be conceived as a developed personality capacity and
alignment of motivational values. It is also noted that learning
sales facilitators can not guarantee the knowledge transfer to
performance unless, behavioral readiness is presented. Therefore
behavioral assessment analysis can be considered as an integral
aide to performance improvement. The purpose of this study was to
establish the organizational responsibility towards behavioral
assessment analysis during the pre-employment phase. The results of
this study indicate that behavioral assessments may improve the
overall recruitment and selection capability and to identify the
necessary behavioral readiness that is necessary for knowledge
transfer into sales performance.
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