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AAI’s Sales Assessment is designed to help you IDENTIFY those sales associates who give your organization the BEST chance for success. Research has shown that for sales jobs, the BEHAVIORAL STYLE of employees is the most important predictor of job performance.

The SSI LEVERAGES decades of academic RESEARCH on personality as a predictor of performance. WE KNOW what behavior styles are consistent with SUCCESSFUL sales people. We know how to assess these skills in a consistent and effective manner. We know when job APPLICANTS are faking and we correct their scores accordingly. Using our sales assessment enables you to screen for FIT. The SSI can HELP you decrease turnover costs, INCREASE performance, and improve SALES.

Sales Assessment - Selling Styles Inventory

Looking for more Information? Check out our Sales Solutions page and our White Paper!

  • Selling Style
  • Benefits
  • The AAI Advantage

How a customer responds to a sales representative is often largely due to their selling style – how they approach the sale.  Research at AAI identifies three primary Selling Styles – Dynamic, Analytical, and Interpersonal.  Each style is made up of several personality scales, each scale offering unique insights into how the individual is likely to handle a sale.  No one style is better than another but their effectiveness does depend on the organization, industry, and customer.  The three styles:

  • Dynamic.  Dynamic sales people are typically very dynamic and energetic.  They use their enthusiasm and may appeal to people’s emotions to convince or sell people on their suggestions.  They are often highly competitive and typically enjoy competing against sales targets or other sales people.
  • Analytical.  Analytical sales people tend to use a logical, information-based sales approach.  They typically stress the features, advantages, and benefits of products or services, providing extensive details so the customer can make an informed decision.  They are relatively unemotional and may not push hard for potential customers to act.
  • Interpersonal.  Interpersonal sales people are inclined to build relationships with customers and then use personal influence to convince or sell them on their recommendations.  They work to establish trust and warm personal relationships in order to sway customers.


Many salespeople can act in all three ways but most have one or two styles that come most naturally to them.  Each buyer also has a natural, most comfortable style.  Successful salespeople match their Selling Style to that of the buyer.  The Selling Styles Inventory measures individuals across all three styles, identifying areas where they are strong and other areas that may benefit from development.

  • Identify high-impact sales candidates
  • Better selection decisions
  • Understand candidates and employees’ primary selling styles
  • Match candidates and employees’ selling styles to the job or customer
  • Improve sales team performance
  • Identify sales development areas
  • Guide sales training and development initiatives
  • Customizable.  AAI has the ability to tailor the Selling Styles Inventory to the needs of your organization.  This can involve adding or subtracting specific personality scales as well as norming scores to your organization to better identify those who will be successful in your unique culture.
  • Job Relevant.  Our sales assessment is specifically designed to measure key personality traits relevant to sales-type positions and can predict people who are likely to be persuasive, driven, and confident.
  • Fit.  Optimizes the fit between people and position or customer requirements specific to the role or organization.
  • Cost.  Reduces the cost of assessing internal or external candidates for job opportunities and roles.
  • Valid & Reliable.  The Selling Styles Inventory has been validated for measuring the underlying constructs, is highly reliable, especially when compared to other personality tests, and is legally defensible.