Sales Index

Overview: Interviewing salespeople is one of the toughest things to do, particularly because the ones who interview the best are not necessarily the ones who sell the most. PRADCO helps take the guesswork out of the process by providing you with valuable information to use in the interview process.

The Index measures dimensions that are key to success in selling situations. There are 144 items, and candidates choose between two statements that describe their behaviors. The forced-choice format and positively worded statements are designed to reduce faking. The statements are framed in the context of interaction with customers, preparation and execution of sales functions, and responses to events in the sales cycle.

The Dimensions are Sales Focus, Service, Drive, Organization, Resourceful, Tenacity, Sociability, Insight, and Persuasion.

The Sales Index is appropriate for sales and customer service positions.

Administration time is approximately 30 minutes.