Sales Aptitude

INSTRUCTIONS:

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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Sales Aptitude

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 reasonable price for the product or service The great service or product you are selling 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 what they want Find out if their credit is good 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? Shake their hand and introduce yourself Are you looking for something special? 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 an excuse not to buy It's the way customers react to a poor sales presentation It's usually the first step in closing the customer

8. Customers make OBJECTIONS because:*

They are insecure about buying your service or product You didn't do a good job of selling the customer They didn't like your sales pitch You're selling the wrong product or service

9. When you have actually CLOSED a sale you:*

Sign the contract Get the customer's word they will buy Deliver the product or service Get the payment

10. Which word below would SCARE a customer the most?*

Investment Contract Purchase Buy

11. After you ask a CLOSING question, you should:*

Immediately list all the reasons they should buy Leave them alone to make a decision Emphasize the good price and quality 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 Say if they are serious, you will see about a discount Tell them it's the last one, take it or leave it None of the above

13. Customers give off BUYING signs. Which example is not a buying sign?*

They ask more questions They ask if it comes in another color or size They say the price is too high 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 Ask them if there is an unanswered question in their mind Tell them it's the last one in stock and it may be gone soon 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 correct way to read and respond to a customer The wholesale cost of the product or service Everything you can about the product or service

16. What is COLD CALLING?*

Telephoning an upset customer Calling on a potential new customer Calling around to get the best price 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 100 new leads a week 50 new leads a week 200 new leads a week I have no idea

19. Is it BETTER to be working on:*

One or two REALLY big deals Many small deals and a couple BIG ones One REALLY big deal and a FEW smaller 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 Ask them a question you know they can't answer Tell them you will call later with an 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 challenge and I like to excel It's a game and I like to win 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 body language course Take a good sales 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 Check over your sales materials Read the company's brochures and newsletter 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 Write them a letter to find out the problem Tell the boss so the goods don't sit there Turn them over to customer support

25. Which is the most important thing YOU do after a sale?*

Analyze the sale Call the customer to see if they are satisfied Call in a few days to thank the customer Ask the customer for other potential customers

26. If you're SELLING two out of five customers, are you doing well?*

Yes It would depend on where you worked and what you sold No

27. The BEST sales approach for you is to:*

Be kind and courteous Let the customer do most of the talking Dominate and control the sale Ask questions

28. After a NO sales day OR a BAD sales day I'm:*

Depressed Even, not up or down Upset Anxious to do better tomorrow

29. If selling over the phone, you would FEEL most comfortable:*

Being aggressive and read from a prepared script Changing styles with different customers Being natural, relaxed, using your own words Being low keyed, not very aggressive but factual

30. A customer shows INTEREST when:*

They cross their arms They sit forward They change their tone of voice They talk louder

31. Your company sells a product for four times what it costs to make. Is this fair to the customer?*

Yes I don't know No 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 Tell them the cheaper one is actually a better deal Don't hurt their feelings, tell them you will try to get financing None of the above

33. The BEST way you have found to sell a service or product is:*

On quality and price On the benefits On what the customer needs 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 Have a good customer support group Give the customer what they need Make the customer think you're their friend

35. The person most likely to LISTEN to your sales pitch is: *

The sales manager The controller/comptroller The president The secretary

36. The BEST person you have found to give your sales pitch to is:*

The sales manager The controller/comptroller The president The secretary

37. In general, MOST customers need to:*

Be pushed into a sale Be given time to make a sound decision Be lead into a sale Be convinced they can't live without it

38. When selling a client, who should be asking the most questions?*

You, the salesperson Neither - You are there to present the product or service The client or customer 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 small size companies or in-home sales The medium size companies or average working people All of the above

41. If you have taken a sales course, did it help you: *

Make more sales Become more motivated Never took a sales course Become more aware of mistakes you were making All of the above

42. Which would you PREFER to sell:*

A low cost product sale A high cost product sale A low cost service sale A high cost service sale

43. Which compensation plan would you prefer? *

A high salary with low commissions A mid-level salary with year-end bonus A good draw with high commissions Paid by the hour

44. For which would you work harder? *

A promotion A raise in pay A company car A longer paid vacation

45. How did you learn your sales skills? *

The school of "hard knocks" Reading books on my own I need to learn sales skills Good training by others All or most of the above

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 Branch manager or above Regional sales manager or above Have not yet had the chance for a management position

50. Which group of sales people are you in?*

Very aggressive, work hard, steamrollers Somewhat laid back, work smart, not hard Aggressive, factual, to the point Do your job well and enjoy life None of the above

51. How many different sales jobs have you had?*

1 to 3 4 to 6 7 to 10 More than 10 None

This Test is Licensed to: Jim Heilborn Associates

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