Welcome to the candidate assessment. This should take about 15 minutes to complete.

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How many direct sales appointments (face to face or calls) do you have a week for new business?

0 to 12

13 to 20

21 to 30

31 to 40

41 or more

What in your opinion is the most effective way to build rapport with your prospects?

Send over your presentation before you meet

Observe their behavioural style and emulate it

Find a common interest

Take them to lunch / dinner

What methods do you use for lead generation research?

Which of the following is the most important objective when selling a new prospect for the first time?

Building a good rapport

Pitching product

Introducing your company

Listening to their problems and issues

Discussing the price of you product or service

How do I feel when I hear a final no from a prospect?

I have failed in this pitch and I have not done my job well

Put it behind me and move on

Take it as a personal failure

Find another person in the company and pitch again

Let it put me off the next pitch

What are the most important attributes of a sales manager

Territory management and planning skills

Positive attitude, passion and resilience

Product and service knowledge

Time management and deadline orientated

I carefully plan before I pitch a prospect ensuring I know as much about them as possible

I strongly agree

I somewhat agree

I agree

I don't agree

I strongly disagree

At what stage do you ask for the deal to be confirmed?

As soon as you've finished the pitch

On a call the day after a meeting

When you have answered their questions and they are fully engaged

Before you have discussed their issues and discussed the price issues

Do you agree that you need to know the product very well in order to be successful and make a sale?

Yes

It depends on the circumstances

No

How do you manage objections during your sales pitch?

Ignore them and continue to pitch

Listen and answer, demonstrating the value of your product and service

If the point is valid agree with prospect and be honest

Disagree strongly

Think back to the last time you lost a deal, what did you do to recover?

What is the most effective way of selling?

Qualify, present, close

Qualify, get initial commitment, close

Sell in a trial, close with prospect, pitch in full, close

Build rapport, find the decision maker, present features & benefits of your product service, close

I know I'm in control of the selling process when..

I'm dominating the conversation

I'm presenting my company's story

The prospect is asking questions

I'm asking questions

In a successful pitch I will need to be doing what percentage of the discussion?

100%

75%

50%

40%

10%

If a Prospect asks you to send your information immediately during your initial discussion, they have a high level of interest in your product or service

Yes

No

Depends

The features and benefits of the product / service should be discussed before price

Yes

No

Depends

I regularly make my call / appointment targets as follows:

100%

75%

50%

35%

20%

I would always try and obtain a referral from a prospect

Strongly agree

Somewhat agree

Agree

Don't agree

Strongly disagree

The most important thing to do to close the sale is to

Make a proposal and ask for the order

Sell your product or service enthusiastically

Convince your prospect that your products are a good fit

Understand the prospect's needs

Early in the sales process, your prospect says that your solution is just what they are looking for. You should:

Show enthusiasm and close the sale

Ask about the decision making process

Find out if they have any reservations about moving forward

Make an appointment to make a complete presentation

When a buyer says "I like what I see, but I need to think it over," the best response is..

"What is it you need to think over?"

"Let's me tell you more about the product / service, and the benefits then make a decision."

"Sounds like you still have some serious reservations, shall I come back in a couple of months"

"The price will go up next month, so you might want to buy now."

What percentage of your prospect calls/appointments culminate on sales?

10%

20%

30%

40%

50% or more

How often do you need to see an account to manage them properly and obtain the most business possible?

Every month

Every 2 months

4 times a year

Twice a year

Once a year

How do you like to present your product to your clients in their office?

Screen presentation

Online and try yo make it interactive

Take in part of the product if possible

Talking is best and then follow up accordingly

How do you like to sell at exhibitions?

Not sure, I haven't sold at one yet

Set appointments beforehand and meet clients as agreed

Be creative and also go off stand and meet prospects

Be in the aisles most of the time

Work as part of a team and ensure no prospects are missed

Price is always an important part of any deal, when should you discuss that?

At the beginning so they know otherwise I am wasting my time

As appropriate in the conversation

At the end, once the buyer is engaged

In follow up and near the end of the process so the sell is almost complete

It depends on various factors

How should you start a pitch?

Introduce yourself and go straight in

Ask the audience some questions

Engage prospect in dialogue, perhaps offer a bit of humour to break the ice

Hand out something of the product

With a surprise or twist

Time is Up!