Does your sales candidate really have the knowledge to sell (and will you pay him for his knowledge?)

A 67 sales situations knowledge test, each situation containing 4 choices of action.

6 samples below:

For each sales situation, rank the 4 strategies by indicating your choices as follows: your first

choice of action is 1, your second choice is 2, etc. Each number (1-4) must be used only once

and every box must have a number in it.

1.  Immediately upon successfully completing a sale, you should:

    ___ Seek referrals.

    ___ Try to sell additional products or services.

    ___ Congratulate and reinforce the buyer on the decision.

    ___ Tell the prospect how you are going to follow-up.

2.   Very early in your presentation, the prospect says, “How much is it?”

You should:

___ Tell him the price.

___ Ask the prospect what he expects the price to be.

___ Ask the prospect what kind of budget he has to work with.

___ Advise the prospect you will be discussing the price once you cover the benefits he

    will receive.

 

3.   During the presentation, the prospect makes a statement about your product

or service that is clearly inaccurate. You should:

___ Say “I would like to set the record straight.”

___ Ask “Where did you get your information?”

___ State that his misunderstanding is a common misconception or misunderstanding

    about your product and then clarify.

___ State that your offering is so sophisticated it is easy for some misunderstandings to

    occur, and then discuss how that can happen

4.   You approach your prospect and discover the person you are seeing is not in a

position to make any type of buying decision. You should:

___ Continue to sell in order to develop an internal advocate.

___ Give your presentation to create a need and awareness of your product.

___ Learn who can make decisions and make an appointment to see that person.

___ Have the prospect invite the decision maker to attend your present meeting.

   5.    After you have been with a prospect for 45 minutes, and she says, “We’re done.

    I’m out of time.” You should:

    ___ Attempt to close the sale.

    ___ Ask for a date and time to return and complete your presentation.

    ___ Ask the prospect if you could have a few more minutes.

    ___ Ask the prospect what additional information she needs.

6.    Early in your presentation your prospect says, “I’ll listen, but I’m not going to

    buy anything right now... no matter what!” You should:

    ___ Advise  the prospect you are not there to sell anything, but to discover if he has a

        need for your products.

    ___ Proceed  with your presentation hoping when the prospect needs your product, or

        is ready to make purchases, he will know of your existence.

    ___ Say “I’m not going to ask you to buy anything today.”

    ___ Probe to discover why the prospect is not interested in buying anything.

And 61 more questions. Test takes the candidate about an hour to complete via the internet 24/7.

Reduce the RISK of a costly hiring mistake.

                                                                                             

        Working with you.

Chris Wilkinson

Certified Business Behaviour & Attitudes Analyst.

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net