AccuVision Sales System
The Sales System measures skills and abilities of salespeople in a number of situations selling a variety of goods and services. Skills measured include:
Motivation - Personal preferences and attitudes (e.g., preferences regarding job climate, rewards and benefits, team work, etc.) toward the job requirements of sales positions.
Analyzing Customer Needs - To facilitate the sales process by using questions to: obtain information about the customer's business situation/goals; identify areas of customer concern or disagreement; and identify additional sales opportunities.
Active Listening - To understand and retain both factual information and implied meanings communicated by customers.
Managing the Sales Process - To guide and coordinate the activities of others to meet customer needs and enhance customer satisfaction.
Influencing and Closing - To make recommendations/proposals, persistence, overcoming resistance, and closing the sale.
- System Description
- Validity Information
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System Description
The AccuVision Sales System is composed of
three different sections, all of which are presented on video
tape. There is an interactive section, a work preferences
section, and a listening section. The AccuVision
Sales
System focuses on business-to business selling situations. It depicts
salespeople in a number of situations selling a variety of
goods and services.
The interactive section contains 14 video simulations depicting job relevant situations in which a sales professional is shown interacting with a customer, a peer, a supervisor, etc. At a critical point in each simulation, the participant is asked to choose which of the behavioral options he/she feels is the most effective way of dealing with the situation, and which of the options is the least effective way of dealing with the situation. Each behavioral option is presented on screen in text format and acted out on the video. This reduces the impact of reading ability, and standardized the meaning of the textual choice for all participants.
The test can be administered, to individuals or groups, in one hour and 20 minutes.
Validity Information
A concurrent validation study was conducted to determine the degree of correlation between incumbents' score on the AccuVision Sales System and their current on-the-job performance. Over 400 incumbents, employed across 22 different companies, participated in the study. These incumbents had performance ratings filled out by their supervisors and then took the test. The correlation between on-the-job performance ratings and the AccuVision system was .41. In addition, each of the individual sections of the system also significantly correlated with on-the-job performance measures. The correlation between the interactive section and the job performance measure was .3, the correlation between the listening section and the job performance measure was .18, and the correlation between the work preferences section and the job performance measure was .16, and all correlations were significant at the .01 level. This system provides four times the prediction compared to the typical interview.
EEOC considerations were assessed in the validation study, and results showed that there were no differences on test performance among different groups (i.e., females, males, blacks and whites).
Learn More
Click on the link below to view
a sample report.
Sales
System Sample Applicant Feedback Report
For purchase information and to determine if the Sales System can benefit you and your company please contact The Resource Connection via e-mail or call toll free 1-888-426-0511.