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Q: finding an inexpensive but valid sales career suitability/apptitude test ( Answered 5 out of 5 stars,   0 Comments )
Subject: finding an inexpensive but valid sales career suitability/apptitude test
Category: Business and Money
Asked by: marbuck-ga
List Price: $80.00
Posted: 21 Mar 2003 20:21 PST
Expires: 20 Apr 2003 21:21 PDT
Question ID: 179439
Commercial businesses have made a substantial business in marketing
sales apptitude tests to businesses.  Finding/retaining great
salespeople is a perennial challenge for most companies, and hiring
good salespeople is often a hit and miss activity.  Several companies
market sales apptitude tests, but these, in my opinion, are 'inflated'
in price.   I cannot justify paying $80 to $500 or more for a single
low-grade test administered on-line at virtually no net cost to the
sales testing company.  So I'll happily give a google answers
researcher the $100 to solve the problem for me.


1.  The appttiude test must be practical and relatively easy to
administer/mark.  Online tests are of course ideal, but pen and paper
versions that are relatively easy to administer will do the job.

2.   There must be a reasonable confidence of the test's scientific

3.  The unit cost (based on small quantity test purchase numbers!) of
the test must be a whole lot less than $100

Request for Question Clarification by leader-ga on 23 Mar 2003 17:06 PST
Hello markbuck-ga:

Although your question was quite thorough, I am still a little
confused. Do you need to buy sales aptitude tests and mark yourself?
OR do you want the professional companies to asses the tests for you?


Clarification of Question by marbuck-ga on 23 Mar 2003 17:46 PST
Thanks for the clarification request.  It is an intelligent request..
Most of the commercial services I've seen "control the marking" --
this may ensure quality, but also could be a way to ensure proprietary
control of the data.   Accordingly, while the question was framed with
the former concept in mind, I will accept as valid an answer that
directs me to the alternative marking approach, based, of course, on
the test being scientifically valid and useful.

Request for Question Clarification by umiat-ga on 24 Mar 2003 07:18 PST

 I have found several tests that are in the price range you are
willing to consider, from reputable firms. However, my only concern
with providing you an answer is your requiremnt for:
 "a reasonable confidence of the test's scientific validity."
 I have e-mailed one firm, whose test was developed by a group of
psychologists, and asked them about your requirement. Their reply was
"What is your definition of scientific validity?"
 I know you don't want some fly-by-night, online test that is free,
with no backing behind it. But please clarify that one issue for me,
so I can determine whether your question can be answered with a degree
of confidence. What type of scientific validity are you seeking? Can
you be as specific as possible?



Clarification of Question by marbuck-ga on 24 Mar 2003 08:13 PST
I am not a scholarly or academic researcher so am having some trouble
giving you a 'fixed' answer to this reasonable clarification request. 
I believe to be valid a test has to have reasonable sampling
size/verification and internal 'validity checks'.  Some kind of
independent scholarly (peer reviewed) evaluation would obviously
reflect the highest valididty reference, but if the tests are cheap
enough, presumably we could do some working tests to see which work
best for us!
Subject: Re: finding an inexpensive but valid sales career suitability/apptitude test
Answered By: umiat-ga on 24 Mar 2003 17:14 PST
Rated:5 out of 5 stars
Hello, marbuck-ga!

 I have found some very reputable testing services that offer Sales
Aptitude Testing for a very affordable price. I think you can find
exactly what you want from the following companies!

For Human Resource Professionals :

Test Catalog:

* Page 19 - Sales Personality Test: 
(Some excerpts from the test description follow:)

70 questions, 35-40 min. Self-assessment questions

What it measures:
 Whether one has the skills, attitudes and motivation to make it in a
sales career. Includes where a person fits on various elements related
to sales, like soft skills, success orientation, mental toughness,
organizational skills and perfectionism.

Validation Study:
 Sample size 50,000

Statistics Performed:
 Descriptive stats and reference values/norms; correlations with
various factors, reliability (Spearman-Brown split-half, Guttman
split-half, Cronbach alpha), criterion-related validity..........."

Psychometric Properties of PsychTests' Tests:

 "A team of psychologists, statisticians, and experts on research
methods and artificial intelligence collaborated to develop
PsychTests' battery of assessment tools. Each test undergoes
large-scale studies that yield a plethora of normative, validity and
reliability data."
 To obtain a copy of the Psychometric Report for an individual test (

Psychtests Pricing, Products and Services and Order information:

 Psychtest has a one-time set-up fee of US$120, which "covers all work
required to prepare your corporate testing center, including database
set-up, installation of the test battery and scoring engines, and
final preparation of the product.:

Testing Fee:
The testing fees cover the following:
- Testing fees
- Server fees
- Regular server maintenance
- Bandwidth
- Upgrades of tests and scoring engines
- Customer technical support
- Administrative fees

Most tests cost US $10.00

Purchase amount

US$500 or less - Average test costs $10.00 

(Read entire page for more detailed information) 


Sales Test Online

" is a profiling service strictly dedicated to the
assessment of sales people. We are trusted
global provider of personality assessment services to successful
companies large and small for over 15 years and an exclusive partner
to one of North America's busiest online job boards."


How long have you been in business?
"We have been in business for over 15 years. We presently work with
approximately 700 companies."

Are you psychologists?
"Our test was developed by a team of Industrial Psychologists, but we
are not psychologists. We are the paralegals of the psychology world.
We do testing very well, but few of the other things that
psychologists do. In fact, in a typical day we do more assessments
than a busy Industrial Psychologist would do in a year."

" is one of the most affordable evaluation systems
available. The evaluations are equal or superior to services that
often cost over $200 per assessment. Depending on your volumes the
price per evaluation costs as little as a few dollars up to a maximum
of $25. Contact us for detailed pricing information."

Do you have different tests for different sales jobs?
"The same test is used for all sales jobs, however, we analyze your
specific sales position and set ideal target profiles that are unique
to the needs of your sales jobs in your company. Our user-friendly
web-based job profile tool lets you tell us about your company's
culture, products, market and management systems and then our experts
establish a clear picture of the ideal applicant."

How does work?
"Psychological research dating back more than half-a-century has
proven that people with similar behavioral traits respond to "symbols"
in a consistent and measurable way. When an applicant completes the
online test his/her responses elicit a 'read' of certain trait drives
(assertiveness, sociability, dependence etc.). These trait drives
determine his/her suitability for certain sales activities
(prospecting, closing, etc.). Your ideal target profile mirrors this
by comparing the applicant's style to the 'ideal' style as determined
by our analysis of your sales position."

Excerpts from Product Information page:

Our experts analyze your information and set your ideal target

 "We've tested hundreds of thousands of sales people for countless
companies over the past 15 years. With the information you provide,
and our extensive knowledge of sales people, we can present a clear
picture of the ideal candidate for your sales position. We can even
test your current top sales people and use the results of their
evaluations as part of the profiling process."

Begin testing your sales applicants or employees right away:

 "We'll provide you with an authorization code that your applicants
can use to access our secure testing website-anytime and from anywhere
in the world. Test instructions are very clear and taking the test is
deceptively simple. Total testing time is about 10 minutes. Once your
applicant has completed the test, a notification is instantly e-mailed
to you advising you that their complete 2-page evaluation is ready for


Western Psychological Services

"WPS is America’s leading publisher of
high quality assessment materials for professionals
in psychology, education, and allied fields.
We provide psychologists, educators, social workers,
and other professionals with materials that help them
make more informed diagnostic and treatment decisions."

Sales Achievement Predictor (Sales AP):
 (Select Personnel Assessment/Human Resources Development from the
Catalog Selections - and then select page 233 for the test
description) Be patient while the page downloads!

 "Comprised of 140 items........
 "Can be taken online (on your PC from a disc) or by paper and pencil
answer sheet."
 "You can score the test on your computer or fax or mail the
applicant's answer sheet to WPS for scoring." (Fax turnaround can be
within the hour!)
 "While other sales tests attempt to tell you whether applicants can
sell, the SalesAP tells you whether they will sell. It stresses sales
motivation, identifying individuals who will actually follow through
once they've got the job."

Prices Vary: (see all options on web page)
 All options, whether through CD on your own computer, or pencil and
paper answer sheets run between $36-60 per test.


FRIEDLAND & MARCUS (1-800-931-1107) also administers the WPS test and
you can read about the testing parameters and see sample results on
their website.

Sample Report:

 I called the company, and they administer the tests strictly through
the mail or by fax, without a CD option. They charge approximately $50
per test. I was also told that WPS plans to put the entire testing
system on the web sometime next year.


Craft Systems

Looks like a good service but I was not able to call them during
business hours to inquire about price. I have e-mailed the Assessment
Center, but in case you would like to contact them before I hear back
in an email, they have a 1-800 number at:

Additional Information:

For an interesting article about testing, and what to look for in a
testing company, read:
"To Test or Not to Test," by Rob Altmann. Rental Equipment Register,
Feb 1, 1999 


 I hope the above recommendations provide you with some viable
options. If I can be of further assistance, please let me know with a
request for clarification *before* rating this answer. I will be more
than happy to help!


Google Search Strategy
+scientifically valid +sales +aptitude tests
sales career AND aptitude tests
sales test online
sales aptitude testing

Clarification of Answer by umiat-ga on 24 Mar 2003 20:04 PST
Thank you, marbuck, for the wonderful rating and generous tip!

I just received an e-mail from Craft Systems:

 "We provide comprehensive sales profiling tools, which includes the
Sales Aptitude Survey, Craft Personality Questionnaire, and Oxford
Learning Aptitude Survey, and turnkey 3D Selection System Interviewing
Guide. This entire system runs $50 to $75 per candidate.
Please call me at my office to discuss the system.
Best Regards,
Rick Daughtrey
CraftSystems, Inc.
800-228-5866 ext 111

Maybe that is another option! 

Best of luck!
marbuck-ga rated this answer:5 out of 5 stars and gave an additional tip of: $20.00
This is exactly what I was looking for!  The $1000 invoice I received
from a testing service today will be my last at that level!  It is
amazing how much money can be saved with the help of a google answers

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