SPPP – R4 (Salesperson Personality Profile - YourLifePurpose

SPPP ? R4 (Salesperson Personality Profile ? 4th Revision)

Psychometric Report

Copyright 2012 PsychTests AIM, Inc.

Psychometric Report SPPP ? R4 (Salesperson Personality Profile ? 4th Revision)

Table of Contents

Sample Description ........................................................................................................................................................................................................ 3 Descriptive Statistics ...................................................................................................................................................................................................... 4

Descriptive Statistics ? Graphical Results............................................................................................................................................................. 6 Percentiles.................................................................................................................................................................................................................... 29 Reliability Analysis ....................................................................................................................................................................................................... 35 Group Comparisons ..................................................................................................................................................................................................... 36

Comparison variable: Gender ............................................................................................................................................................................. 36 Comparison variable: Gender ? Graphical Results ............................................................................................................................................. 39 Comparison variable: Age ................................................................................................................................................................................... 62 Comparison variable: Age ? Graphical Results .................................................................................................................................................. 67 Validity Analysis ........................................................................................................................................................................................................... 90 Comparison variable: Sales Experience ............................................................................................................................................................. 90 Comparison variable: Sales Experience ? Graphical Results............................................................................................................................. 93 Annex 1 - Means and standard deviations for Gender .............................................................................................................................................. 116 Annex 2 - Means and standard deviations for Age .................................................................................................................................................... 118 Annex 3 - Means and standard deviations for Sales Experience .............................................................................................................................. 121

Copyright 2012 PsychTests AIM, Inc.

Psychometric Report SPPP ? R4 (Salesperson Personality Profile ? 4th Revision)

Sample Description

Sample size: Women: Men: Unknown gender: Age distribution:

1247 subjects 593 subjects (48%) 503 subjects (40%) 151 subjects (12%)

25 and under (n = 395) (31.0 %)

25-39 (n = 244)

(20.0 %)

40+ (n = 250)

(20.0 %)

Unknown (n = 358) (29.0 %)

All subjects have taken the SPPP (Salesperson Personality Profile) on and . The sample was uncontrolled; the subjects self-selected to take the assessment and opted in to participate in the validation study. All validation items were gathered through selfreport.

Please note that T-test and ANOVA analyses are dependent on sample size. Therefore, a seemingly large difference between two groups may not show statistical significance because of a group's small sample size. By the same token, with very large groups, small but systematic differences between groups may be statistically significant without having any noticeable practical impact. With regards to validation questions where the number of subjects in the validation sample was not equally balanced (i.e. the n for some groups was very high), a smaller, random sample was selected from the large groups whenever possible, in order to level out the numbers and conduct the analyses effectively.

Copyright 2012 PsychTests AIM, Inc.

Descriptive Statistics

Scales

Comfort with Public Speaking Comfort with Risk-taking

Comfort with Decision-making Comfort with Rejection/Criticism

Confidence Adaptability Assertiveness Communication Skills Persuasiveness Networking Skills Goal Orientation

Initiative Energy Research Skills Problem-Solving Competitiveness Emotional Intelligence Sales Techniques Knowledge Neatness Time Management Meticulousness Listening Skills Integrity

Psychometric Report SPPP ? R4 (Salesperson Personality Profile ? 4th Revision)

N

1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247

Minimum

0 8 4 0 0 0 0 3 0 0 3 0 0 0 0 10 0 14 0 0 0 0 13

Maximum

100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100

Mean

63.81 68.45 61.93 61.11 62.78 66.89 65.19 73.84 74.84 71.71 72.07 77.87 73.76 76.49 78.59 72.43 77.96 73.13 68.77 73.01 72.55 50.09 77.97

Std. Deviation

23.00 17.18 19.92 20.42 19.82 17.91 19.03 14.88 18.27 19.49 17.35 18.48 17.69 16.80 15.55 18.58 13.46 17.87 23.08 22.08 19.07 17.42 12.95

Copyright 2012 PsychTests AIM, Inc.

Psychometric Report SPPP ? R4 (Salesperson Personality Profile ? 4th Revision)

Scales

Emotional Control Helpfulness

Canned Presentation Style vs. Free-flowing Presentation Style Resourcefulness Diplomacy

Memory for Names Memory for Physical Details Memory for Personal Details

Impression Management Self-efficacy

Sales Aptitude Conscientiousness

Cooperativeness Consultative Selling Relationship Building Resolving Objectives

Negotiating Questioning Skills

Positioning Getting Referrals

Memory Skills

Overall Score

N

1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247 1247

Minimum

6 14 0 16 6 0 0 0 0 17 14 8 27 28 13 13 23 27 28 21 0 30

Maximum

100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100

Mean

58.91 83.93 71.26 73.75 67.79 86.95 71.28 73.48 20.48 65.50 74.79 71.44 67.73 67.75 72.02 70.08 71.04 64.40 73.07 71.47 77.25 70.80

Std. Deviation

17.40 13.64 26.18 14.75 15.90 16.92 16.90 24.68 20.42 15.83 12.62 17.26 11.44 12.95 14.54 14.19 12.59 12.78 13.53 14.14 15.02 11.98

Copyright 2012 PsychTests AIM, Inc.

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