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| Applicant: SAMPLE, CHRIS | Location Code: 99 |
| Test Date: 5/6/97 | |
| Report Number: 9999 | PCI Form: E1 |
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Years of Education: 16 Present employment status: employed full-time First contact about the sales position through: an employment agency. Experience in Life Insurance Sales: has less than 6 months experience selling Life Insurance full-time. Experience in Full-Time sales: less than 1 year full-time experience. Experience supervising professional sales reps: no experience. |
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The Pegasus Career Inventory assists with the identification of
long-term sales potential. Validity research has focused on
predicting second year sales production. Ongoing research is
focusing on factors unrelated to sales potential which predict
the turnover of sales personnel. The PCI should be used as part of an established system resulting in the best employment decision which can be made given all of the information available. The PCI should not be used as the only method for screening sales applicants. It should also not be used as the final "hurdle" in an applicant screening process. The PCI should be used to gain insight into an applicant's sales potential and personal characteristics which might otherwise only become apparent after several months on the job. Begin using the PCI results by examining the scores under "Overall Sales Potential." The PCI Score is the only score in the PCI Report which adequately summarizes an applicant's sales potential. Importantly, the PCI Score cannot be computed from any other score or combination of scores from the PCI Report. While other scores can be important "qualifiers" of sales potential, no other score from the PCI Report summarizes sales potential as well as the PCI score. The other measure under "Overall Sales Potential" is the PCI Score Reliability. The PCI Score Reliability represents the "accuracy" of the PCI Score. Since many applicants misrepresent themselves during the application process, it is necessary to assess the extent to which applicants have distorted their responses in an attempt to secure a job. In extreme cases, Pegasus reserves the right not to compute highly unreliable PCI Scores. |
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