Measures:

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The five key qualities that make successful salespeople:
  • Competitiveness
  • Persistence
  • Self Reliance
  • Energy
  • Sales Drive
 
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Predicts:

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Performance in 7 critical sales behaviors:
  • Prospecting
  • Closing Sales
  • Call Reluctance
  • Self Starting
  • Teamwork
  • Building & Maintaining Relationships
  • Compensation Preference
 

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Time To Take:
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15-20 minutes  
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Validation Studies:
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2000, 2001  
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Two Reports:
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Management Report, used for selection, coaching, training, and beating the "80/20 Rule".
Individual Report, for self improvement programs
 
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Customizable:
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Customizes Job match patterns by:

• Company
• Sales Job
• Manager
• Geography

 
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Administration:
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Internet and Paper/pencil  
Scoring:
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Internet