SQ-Sales
SQ-Sales measures the insight in the effectiveness of commercial behaviour; advising customers and other customer contacts.
The SQ-Sales is a multimedia Situational Judgment Test (SJT). A social intelligent employee has a good judgment in the effectiveness of certain behaviours and takes the interests of the different stakeholders into account.
The SQ-Sales consists of fifteen situations. In each situation an interaction is demonstrated between two or more actors. One of these actors plays the role of an employee. The candidate is asked to judge the effectiveness of the employee's social behaviour in relation to the customer. The situations are derived from interviews with sales experts.
The SQ-Sales is developed to test people with an ambition for a sales function. The total length of the SQ-Sales is about 1 hour.
The report of the SQ-Sales is based on 5 different scores. The most important score is the overall SQ-score. This score shows in which degree the candidate's judgment corresponds to the judgment of a group of experts. The experts are 15 people 'who should know' based on their experience and reputation.
There are 4 competence scores. According to the literature these 4 competencies are related to sales success. The 4 competencies are:
- Customer Orientation
- Persuasion
- Self Control
- Goal Orientation
The standards for the SQ-Sales are recalculated in may 2008 based on the scores of 564 candidates.
The test is only available in Dutch.
References:
McDaniel, M.A., Morgeson, F.P., Finnegan, E.B., Campion, M.A., and Braverman, E.P. (2001). Use of situational judgment tests to predict job performance: A clarification of the literature. Journal of Applied Psychology, 86, 4, 730-740
Salgado, J.F. & M. Lado (2000). Validity generalization of video tests for predicting job performance ratings. Paper presented at the 15th Annual Conference of the Society of Industrial and Organisational Psychology, April, New Orleans.
Maesen de Sombreff, P. van der, Born, M., van Oudenhoven-van der Zee, K. & Ruhe, D. (2003). Situationele beoordelingstests in de schijnwerpers, De Psycholoog, 38, 2, 58-67.