Sales Professional Assessment Inventory (SPAI)
The Sales Professional Assessment Inventory (SPAI) measures the potential for success in sales and in selecting inside or outside salespersons. It is used for personnel selection and placement and to identify training needs. As will all selection tools, it should be used in conjunction with other selection methods such as interviews and reference checks.
The Sales Professional Assessment Inventory measures:
Sales Work Experience
- Measures sales related education, training and experience.
- Measures appeal of various types of sales activities.
- Assesses the extent to which people feel responsible for, and in control of, their work performance and chances for advancement.
- Measures the candidates self report of personal traits associated with sales success.
- A measure of energy level, work pace and endurance.
- Assesses candidate responsiveness to sales training programs. Identifies people who are open to new ideas and suggestions for improvement.
- Assesses basic sales skills and experience and candidates confidence of their selling skills and abilities.
- Assesses the ability to identify important issues in a sales context, and to see how small details in the handling of routine situations can influence the outcome of a sale.
- Assess basic math ability as it relates to order totals, sales volume and product sales analysis.
- Measures awareness of customer needs and impact of salesperson behaviours on buying decisions. Also assesses tendencies to be courteous, helpful and attentive to customers.
- Assesses tendencies to upholding ethical business standards and practices. Measures attitudes about incidence and consequences of unethical conduct.
- Assesses positive relations to working that discourage a temporary outlet on employment. Identifies people who give greater emphasis to long-term rewards than to short-term goals and immediate payoffs in seeking a job.
Sales Potential Index
- Reflects a persons overall orientation to a sales position.
- The Validity Scale measuring candidness identifies applicants who completed the inventory in a socially desirable manner. Low scores indicate a tendency to exaggerate positive qualities and minimize negative traits.
- The Validity Scale measuring Accuracy determines if the applicant both understood the inventory and carefully completed it.
Description of SPAI Scales
The Sales Interest
subscale measures the extent to which the respondent has a desire to become a salesperson. People who want to be in a sales position are usually more motivated to achieve this goal successfully.
The Sales Responsibility Scale
is based on the "locus of Control" model. People who are internally controlled exhibit more task-oriented behaviour, cope better with stress, make more reliable decisions and tend to be more productive.
The remaining scales measure psychological attitudes and orientations that have reliably predicted sales performance in past research. In general, higher levels of sales potential are exhibited by individuals who are confident of their sales skills and abilities, have a strong drive for success, are energetic and enthusiastic, and who interact well with customers.
Applicant Employability Index
The Applicant Employability Index is a composite score that provides a quick reference as to the applicant’s overall suitability for hire.
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