PASAT
2000 - Effective Sales Predictor
PURPOSE
The new PASAT 2000 is an extensively researched and rigorously constructed personality questionnaire, designed to measure those personality attributes, which have a direct bearing on success in a sales environment.
AUTHOR
Poppleton, S & Jones, P.
DESCRIPTION
The questionnaire is based on a hierarchical theory of personality, which focuses on the effectiveness of different behaviours. The PASAT 2000 model defines personality as being essentially how an individual copes with, or adjusts to, life but it is concerned not so much with personality in general, but with the "sales personality" in particular.
Development of PASAT 2000 involved extensive job analysis work, which covered a wide range of sales and sales-related roles. This detailed initial work encompassed many different selling environments and identified a range of effective and ineffective behaviours that differentiated between successful and unsuccessful sales personnel. The research included personnel selling a variety of products, within different industries and in different corporate cultures.
In addition to researching behaviours currently seen as effective in sales roles, the work analysis included a projection about the kinds of behaviours that sales staff, their managers, directors and customers saw as likely to be effective in the future.
These behaviours were then condensed into questionnaire items, which were linked to effective sales behaviours. As far as possible, items were chosen which could apply to any candidate, irrespective of their work place experience. This was done, as many companies recruit sales staff from universities and colleges and don't always require applicants to have a sales background.
Therefore while PASAT 2000 questionnaire items were chosen as a result of research done specifically within sales environments, they also related to more general behaviours, which everyone could exhibit, but which had a direct link to effective sales behaviours.
SCALES
Social Adjustment - the tendency to establish and maintain effective relationships with others.
Motivational Adjustment - is concerned with goal-directed behaviour and with seeking challenges.
Emotional Adjustment - is concerned with coping effectively with emotionally challenging events and in showing resilience in the face of adversity.
Adaptability - concerned with the capacity to embrace change, adapt to it and generally react in a positive way towards it.
Conscientiousness - is concerned with doing things conscientiously, planning, paying attention to detail and following rules.
Social Control - concerned with influencing others by a variety of means, including deception.
Emotional Stability - concerned with mood control.
Self-Assurance - is essentially concerned with having a positive view of oneself.
In addition, PASAT 2000 has three further scales that measure aspects of Impression Management:
Attentive Distortion - attention to the social cues given by others as a guide to one's own behaviour.
Adaptive Distortion - adapting one's own behaviour to match or compliment that of others.
Social Distortion - this scale is composed of items which are inclined to be distorted when a person is giving inaccurate responses. This may include not only the intention to give a false impression, but also the possibility that the respondent actually believes this is how they would behave (self-delusion) and, overall, is about them trying to look good. The scale is based on the review, empirical and reductional work from which the attentive and adapting scales are developed.
More and more jobs, which historically would not have been classified as sales roles, now involve an element of sales. PASAT 2000 can be used to select staff in all such areas, which, whilst not exclusively "sales", have or will have, a significant sales perspective. PASAT 2000 can also be used in training and development, either as a diagnostic tool or as an evaluation method, as the behaviours tested are directly related to sales environments.
RELIABILITY
Internal reliability ranges from .48 to .87 across the scales. Test-retest reliability ranges between .77 to .87.
VALIDITY
Concurrent validity comparing PASAT scales to 20 performance measures are presented. Correlations between .13 and .81 are shown.
Construct validity measuring PASAT against EPQ show correlations between .33 and .86
Construct validity measuring PASAT against NEO PI-R show correlations between .33 and .81
Interscale correlations range from .01 to .75
NORMS
Sales Applicants (N= 370)
Relationship Sales (N=620) Retail Sales (N= 249)
British Working Population (N=993)
DURATION
Untimed (approx 20-25 minutes)
To place an order - please phone 0118 9482322 or email info@cranbrooksolutions.co.uk
| TEST MATERIALS |
£
|
PASAT Starter Set: 1 Manual, 10 Item booklets, 10 Self-score response sheets, 10 Candidate feedback forms. |
169.00
|
| Manual |
58.00
|
| Item Booklet x10 |
64.00
|
| Response sheet for pc scoring (consumable) x25 |
26.00
|
| Self-score response sheet / Integrated Profile chart x10 |
64.00
|
Software units for on screen testing |
32.00
|
| Candidate feedback form x10 |
18.00
|
| |
|
| PASAT online/offline |
Cost per test |
| PASAT Full Bureau Service provides online administration, scoring and report, excludes cost of test |
48.00
|
| PASAT Online 1-9 Tests |
40.00
|
| PASAT Online 10-19 Tests |
36.00
|
| PASAT Online 20-49 Tests |
32.00
|
| PASAT Online 50-99 Tests |
28.00
|
| PASAT Online 100+ Tests |
24.00
|
| PASAT Offline 1-9 Tests |
20.00
|
| PASAT Offline 10-19 Tests |
18.00
|
| PASAT Offline 20-49 Tests |
16.00
|
| PASAT Offline 50-99 Tests |
14.00
|
| PASAT Offline 100+ Tests |
12.00
|
Hover over the icons below to see how this test
is administered, scored and marked
