Sales Achievement Predictor (Sales AP)

Author(s): by Jotham Friedland, Ph.D., Sander Marcus, Ph.D., and Harvey Mandel, Ph.D.

Publisher: WPS

Purpose: To assess critical traits required for success in sales

Employment Categories: Sales, customer service, sales management, marketing, public relations

Candidates: 14+ years of age

Administration: 20-30 minutes – Individual and group

Scoring: By computer

Features:

• Find applicants who are suited to sales
• Validated against actual sales performance
• Detailed interpretive report

Content:

The 140-item SalesAP can be completed on a computer or using a paper-and-pencil answer sheet. The software scores the test and generates an interpretive report with one of three clear-cut ratings: highly recommended for sales, recommended with areas that could be improved, or not recommended for sales.

The report also shows the individual’s percentile rank on the following scales:

Sales disposition		Managerial style
Initiative/cold calling		Assertiveness
Sales closing		Personal diplomacy
Achievement		Extroversion
Motivation		Patience
Competitiveness		Cooperativeness
Planning		Self-confidence
Initiative		Relaxed style
Teamwork		Goal orientation

Validity scales identify applicants who are exaggerating strengths or minimising weaknesses – and the scores of those applicants are automatically adjusted. In addition, the report includes recommendations for training and motivation.

The SalesAP can be used to predict sales success and to find out why current salespeople are not working up to their potential, how to motivate them, and how to supervise them more effectively.