The TMAI provides a standardized measure of potential for
success in telephone sales and service positions and is an ideal
instrument for selecting inbound and outbound telemarketing
professionals. It is designed for personnel selection and
placement and for identification of training needs. It can
match candidates to telemarketing and call center
incorporate existing job simulation exercises; and
identify values that contribute to job stability.
It can also be used as a cost-effective and time-efficient
method for determining which individuals should receive a more
Normative data is based on relevant groups.
The TMAI has been shown to be predictive of sales productivity,
supervisory ratings of sales and customer service performance, and
employee retention and attendance. Validation studies are
available upon request.
Multi-page TMAI reports include a graphical depiction of scores
as well as positive and negative behavioral indicators and
Dimensions of Measurement
Sales Interest and Skills - appeal of sales
activities and basic skills and experiences that lead to strong
Sales Responsibility - assuming responsibility
for and taking charge of personal success in sales.
Productivity - ability to plan, organize,
execute, and complete projects on time.
Confidence and Influence - attitudes
indicative of confident and self-assured people and confidence in
selling skills and leadership abilities.
Interpersonal Orientation - investment in
social interactions at work and desire to socialize with others at
Stress Tolerance - ability to handle
emotionally charged work situations and resistance to burnout
resulting from demanding conditions.
Job Stability - work values that promote
stable employment behavior and discourage job hopping.
Job Simulation Rating - supervisory rating of
verbal communication skills obtained during the job simulation
Communicator Competence - willingness and
ability to communicate effectively in a variety of situations.
Applied Verbal Reasoning - ability to
understand work scenarios and respond with appropriate
Readiness Index - overall indicator of
telemarketing potential; the overall suitability for hire into a
telephonic sales or customer service position.
Validity/Candidness - the degree to which a
candidate responded to the questions openly.
Validity/Accuracy - the degree to which a
candidate understood and carefully completed the inventory.