The new PASAT 2000 is a rigorously constructed questionnaire designed to assess the personality attributes that are vital to success in a sales environment.

The PASAT 2000 focuses on the behaviors most closely related to sales performance and is based upon extensive research into those job tasks and behaviors critical to sales. A broad job analysis was conducted in multiple selling environments in order to identify those behaviors which differentiate successful from unsuccessful sales personnel. This analysis was supplemented by surveys of sales staff, their supervisors, and their customers about the behaviors they consider to be important in sales personnel.

The PASAT 2000 is comprised of 153 items. Test takers rate each item a five-point scale indicating the degree to which they use the behavior in question.

What the PASAT 2000 Measures

The PASAT 2000 has eight main scales:

	Social Adjustment is the tendency to establish and maintain effective relationships with others.
	Motivational Adjustment is concerned with goal-directed behavior and seeking challenges.
	Emotional Adjustment is concerned with coping effectively with emotionally difficult events and in showing resilience in the face of adversity.
	Adaptability is concerned with the capacity to embrace and adapt to change.
	Conscientiousness is concerned with doing things conscientiously, planning, paying attention to detail and following rules.
	Social Control is concerned with influencing others by a variety of means, including deception.
	Emotional Stability is concerned with emotional control.
	Self-Assurance is concerned with having a positive view of oneself.

In addition, the PASAT 2000 has three additional scales designed to detect attempts to present false impressions:

	Attentive Distortion is the attention paid to the social cues given by others as a guide to one’s own behavior.
	Adaptive Distortion is adapting one’s own behavior to match or complement that of others.
	Social Distortion is the scale composed of items that tend to be endorsed when a person is giving inaccurate responses.

The PASAT 2000 is a comprehensive instrument assessing personality attributes for professional sales positions, and is very useful in selecting high achievers and identifying sales potential.