| |
Sales Management Staff Selector
 | Date
introduced: 1998 |
| Administration
time: 4 hours and 15 minutes |
Purpose
To evaluate the knowledge and skill
necessary for successful performance as a Sales Manager.
General
Description
This test, from which a nine-page report is
provided to the client, consists of instruments measuring the following:
|
problem
solving and logic ability
|
|
numerical
skills
|
|
attention
to detail
|
|
sales
terms
|
|
verbal
communication skills
|
|
memory
|
|
critical
thinking
|
|
sales
comprehension
|
|
sales
motivation
|
|
innate
desire to work with other people
|
|
emotional
stability and tolerance to stress
|
|
how
a person handles interpersonal situations in an on-the-job setting
|
|
appraising
supervisory ability and potential
|
|
how
a manager deals with superiors, peers, and subordinates
|
| an in-depth selection of personality factors. Some of these
are: reasoning
, dominance
, rule-consciousness
, sensitivity
, vigilance
, self-assurance
, self-reliance
, perfectionism
, extraversion
, toughmindedness
, independence
, openess to change |
Positions
for which the test is appropriate
This test is used to pre-screen job
applicants and in-house personnel in the following positions:
| Sales Manager |
| District Sales Manager |
| Field Sales Manager |
Test
administration
The test requires only clerical supervision
to administer and takes approximately 4 hours and 15 minutes to complete. The timed tests must be
precisely timed. The untimed tests require no supervision except to ensure that all
questions are answered. Candidates should be given the tests in a relatively quiet
environment. More than one person can be tested at one time. It is important that the
timed tests be timed to the second.
Sample
question (segment)
Calculate
the following:
4 × 8 × 2 = _______
189 + 981 - 819 = _______
Indicate the next one in the series in the answer space provided:
120 135 150
165 _______
CAB CCD CEF CGH _______
Write down as many words as you can that begin with the letters "be".
Example: believe
beside
best
To ensure getting the respect of my staff, I
would
_____ emphasize the
office rules.
_____ train the employees to work on their own.
_____ eliminate ineffective employees quickly.
Sample Candidate Evaluation Report
Click here to view a sample detailed evaluation report.
Evaluation
The overall rating
is based on scores according to the following table:
| Overall Rating |
Likelihood for
Success |
| EXCELLENT |
Far Above Average |
| VERY GOOD |
Above Average |
| GOOD |
High Average |
| ACCEPTABLE |
Average |
| MARGINAL |
Below Average |
| UNACCEPTABLE |
Far Below Average |
Languages
published
| English |
|
