The
following questions are to determine what type of sales person you are and where you fit in our sales
organization. We want to make the right decision for the both of us and enjoy a good working relationship.
Please answer the questions as honestly as possible. Think about your answers before answering.
Please choose one answer per question that best fits your sales style.
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Name:
Date:
Company Requesting Profile:
Authorization Code:
Company Contact:
1. As a sales
person, what do you sell FIRST on a sales call?
The fine reputation of the company for which you work
The great service or product you are selling
The reasonable price for the product or service
Your personality, your style, yourself
2. When talking
about the dollar amount of the service or product you're selling,
the WORD YOU would use is:
Cost
Price
Investment
Total
3. When you QUALIFY
a customer you:
Find out if they are who they say they are
Find out if their credit is good
Find out what they want
Find out what they need and what they can afford
4.
In general MOST people buy a PRODUCT because they:
Need it
Want it
5.
In a RETAIL type sale, which greeting would be best to greet
a customer?
May I help you?
Are you looking for something special?
Shake their hand and introduce yourself
None of the above
6.
In general, MOST people buy a SERVICE because they:
Need it
Want it
7.
What is a sales OBJECTION?
It's when you can't answer a customer's question
It's the way customers react to a poor sales presentation
It's an excuse not to buy
It's usually the first step in closing the customer
8.
Customers make OBJECTIONS because:
They are insecure about buying your service or product
They didn't like your sales pitch
You didn't do a good job of selling the customer
You're selling the wrong product or service
9.
When you have actually CLOSED a sale you:
Sign the contract
Deliver the product or service
Get the customer's word they will buy
Get the payment
10.
Which word below would SCARE a customer the most?
Investment
Purchase
Contract
Buy
11.
After you ask a CLOSING question, you should:
Immediately list all the reasons they should buy
Emphasize the good price and quality
Leave them alone to make a decision
Say nothing and wait for an answer
12.
If you were selling the LAST product in stock and the customer
complained it was SLIGHTLY damaged, you would:
Tell the customer you would order another one for him/her
Tell them it's the last one, take it or leave it
Say if they are serious, you will see about a discount
None of the above
13.
Customers give off BUYING signs. Which example is not a buying
sign?
They ask more questions
They say the price is too high
They ask if it comes in another color or size
They say they will make a decision tonight
14.
When a customer wants to THINK it over, you should:
Give them the time they need to make a good decision
Tell them it's the last one in stock and it may be gone soon
Ask them if there is an unanswered question in their mind
Thank them for coming in and give them your business card
15.
As an experienced salesperson, which of the following do YOU
think is the MOST important item to know in a sales presentation?
The price of the goods you are selling
The wholesale cost of the product or service
The correct way to read and respond to a customer
Everything you can about the product or service
16. What is COLD
CALLING?
Telephoning an upset customer
Calling around to get the best price
Calling on a potential new customer
Calling the customer after the sale
17. The very
best source of NEW leads is:
Old customers
Newspaper
Friends
Cold calling
18. If you were
COLD CALLING via phone for a LOW priced product, you would
expect to have:
20 new leads a week
50 new leads a week
100 new leads a week
200 new leads a week
19. Is it
BETTER to be working on:
One or two REALLY big deals
One REALLY big deal and a FEW smaller ones
Many small deals and a couple BIG ones
A LOT of BIG deals
20. If a customer
asks you a question you CAN'T answer, you should:
Tell them what you think they want to hear
Tell them you will call later with an answer
Ask them a question you know they can't answer
Tell them you don't know, but will find out
immediately
21. What is
YOUR view of selling for a living?
It's a good living
It's a game and I like to win
It's a challenge and I like to excel
None of the above
22. Which
one of the following would help you the most in THIS sales
position?
Learn more about this company's products or
services
Take a good sales course
Take a body language course
Learn more about the competitor's products
or services
23. The BEST
way to spend your time waiting in the reception area is:
To read a magazine and stay quiet
Read the company's brochures and newsletter
Check over your sales materials
Go over your sales pitch in your mind
24. The customer
has just called and CANCELLED an order, you would:
Call them back and find out the reason
Tell the boss so the goods don't sit there
Write them a letter to find out the problem
Turn them over to customer support
25. Which
is the most important thing YOU do after a sale?
Analyze the sale
Call in a few days to thank the customer
Call the customer to see if they are satisfied
Ask the customer for other potential customers
26. If you're
SELLING two out of five customers, are you doing well?
Yes
No
It would depend on where you worked and what
you sold
27. The BEST
sales approach for you is to:
Be kind and courteous
Dominate and control the sale
Let the customer do most of the talking
Ask questions
28. After
a NO sales day OR a BAD sales day I'm:
Depressed
Upset
Even, not up or down
Anxious to do better tomorrow
29. If selling
over the phone, you would FEEL most comfortable:
Being aggressive and read from a prepared
script
Being natural, relaxed, using your own words
Changing styles with different customers
Being low keyed, not very aggressive but factual
30.
A customer shows INTEREST when:
They cross their arms
They change their tone of voice
They sit forward
They talk louder
31. Your company
sells a product for four times what it costs to make. Is this
fair to the customer?
Yes
No
I don't know
It depends on where you're selling it and to
whom you are selling
32. A customer
is looking at the most EXPENSIVE product you offer. You know
they can't afford it. Do you:
Steer them towards something they can afford
Don't hurt their feelings, tell them you will
try to get financing
Tell them the cheaper one is actually a better
deal
None of the above
33. The BEST
way you have found to sell a service or product is:
On quality and price
On what the customer needs
On the benefits
On what everyone else is buying
34. The BEST
way for YOU to have good customer relations is to:
Give the customer a good deal
Give the customer what they need
Have a good customer support group
Make the customer think you're their friend
35.
The person most likely to LISTEN to your sales pitch is:
The sales manager
The president
The controller/comptroller
The secretary
36. The BEST
person you have found to give your sales pitch to is:
The sales manager
The president
The controller/comptroller
The secretary
37.
In general, MOST customers need to:
Be pushed into a sale
Be lead into a sale
Be given time to make a sound decision
Be convinced they can't live without it
38. When selling
a client, who should be asking the most questions?
You, the salesperson
The client or customer
Neither - You are there to present the product
or service
The client should ask questions when they don't
understand
39. Your competitor
is charging MORE than you. Do you say your product is:
Less expensive
Cheaper
More affordable
A better deal
40.
With what TYPE of customer are you most comfortable?
The large corporate companies or professional
people
The medium size companies or average working
people
The small size companies or in-home sales
All of the above
41.
If you have taken a sales course, did it help you:
Make more sales
Become more aware of mistakes you were making
Become more motivated
All of the above
Never took a sales course
42. Which
would you PREFER to sell:
A low cost product sale
A low cost service sale
A high cost product sale
A high cost service sale
43.
Which compensation plan would you prefer?
A high salary with low commissions
A good draw with high commissions
A mid-level salary with year-end bonus
Paid by the hour
44.
For which would you work harder?
A promotion
A company car
A raise in pay
A longer paid vacation
45.
How did you learn your sales skills?
The school of "hard knocks"
Good training by others
Reading books on my own
All or most of the above
I need to learn sales skills
46.
How many years of sales experience do you have?
None to 1 year
1 to 3 years
3 to 6 years
Over 6 years
47. What is
the top SALES compensation you have earned in one year?
Under $25,000
$25,000 to $50,000
$50,000 to $100,000
Over $100,000
48.
How much money do you need to make each month to JUST pay
bills?
$1,500 to $2,500
$2,500 to $3,500
$3,500 to $4,500
Over $4,500
49.
What is the highest position you have achieved in sales?
Vice -president of sales or above
Regional sales manager or above
Branch manager or above
Have not yet had the chance for a management
position
