Sales Achievement Predictor (SalesAP)
Measures:
- Achievement
- Cold Calling Initiative
- Competitiveness
- Sales Closing
- Sales Disposition
Recommended for:
- Sales Representatives
- Sales Associates
- Retail Sales
Predict Sales Success with a Sales Aptitude Test
The Sales Achievement Predictor (SalesAP) is a sales aptitude test that measures personality traits that are critical to success in sales and sales-related fields such as customer service, sales management, marketing, and public relations. The SalesAP was created by Sander I. Marcus, Ph.D., Jotham G. Friedland, Ph.D., and Harvey P. Mandel, Ph.D. It assesses traits that are not apparent in an interview or resume, such as inhibitions about cold calling, reluctance to ask for a sale, and poor motivation to follow through once on the job. Validated against actual sales performance, the SalesAP helps companies select, place, and train salespeople. The test contains 140 items and is written at a sixth-grade reading level. Validity scales identify applicants who exaggerate strengths or minimize weaknesses — and automatically adjusts the scores of those applicants. (Read our whitepaper to learn more about how to hire top salespeople.)
Detailed Score Reports
The SalesAP presents an overall recommendation about an individual's suitability for sales work:
- Not Recommended
- Basically Recommended
- Highly Recommended
This recommendation is based on three Sales Success Scores in combination with the full SalesAP profile, which includes 15 subscales that measure individual traits that are important for success in sales and sales-related fields.
Validity Information
Construct Validity: SalesAP scale scores have been compared with a number of external measures of similar individual characteristics, including the Sixteen Personality Factor (16PF) and the Edwards Personal Preference Schedule (EPPS) scales; these comparisons provide very strong support for the construct validity of the SalesAP scales.
Concurrent Validity: Several validity studies have confirmed the concurrent validity of the SalesAP as a means of predicting the job performance of salespeople. For example, two studies comparing SalesAP scores to supervisor's ratings for real estate salespeople and insurance salespeople showed strong, statistically significant correlations between supervisor's ratings and the Sales Success Scores of the SalesAP.
*The SalesAP is available for all geographies except Asia-Pacific.
SalesAP ©2002, Multi-Health Systems, Inc. All rights reserved.