Sales Aptitude test


 

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Below are 51 multiple choice questions. Most do not have a right or wrong answer but reflect your sales style and knowledge. Please answer the questions in the way you feel they would be most correct for your sales style and needs.


Question 1: As a salesperson, what do YOU sell first on a sales call ?

1- The fine reputation of the company you work for

2- The great service or product you are selling

3- The reasonable price for the product or service

4- Your personality, your style, yourself

Your answer is #1 #2 #3 #4

 

Question 2: When talking about the dollar amount of the service or product you are selling, the word YOU would use is:

1- Cost

2- Price

3- Investment

4- Total

Your answer is #1 #2 #3 #4

Question 3: When you QUALIFY a customer you:

1- Find out if they are who they say they are

2- Find out if their credit is good

3- Find out what they want

4-Find out what they need and what they can afford

Your answer is #1 #2 #3 #4

 

Question 4: In general MOST people buy a PRODUCT because they:

1- Need it

2- Want it

Your answer is #1 #2

 

Question 5: In a RETAIL type sale, which greeting would YOU use to greet a customer:

1- May I help you

2- Are you looking for something special

3- Shake their hand and introduce yourself

4- None of the above

Your answer is #1 #2 #3 #4

 

Question 6: In general MOST people buy a SERVICE because they:

1- Need it

2- Want it

Your answer is #1 #2

 

Question 7: What is a sales OBJECTION:

1- It's when you can't answer a customers question

2- It's the way customers react to a poor sales presentation

3- It's an excuse not to buy

4- It's usually the first step in closing the customer

Your answer is #1 #2 #3 #4

 

Question 8: Customers make OBJECTIONS because:

1- They are insecure about buying your service or product

2- They didn't like your sales pitch

3- You didn't do a good job of selling the customer

4- You're selling the wrong product or service

Your answer is #1 #2 #3 #4

 

Question 9: When you have actually CLOSED a sale you:

1- Sign the contract

2- Deliver the product or service

3- Get the customers word they will buy

4- Get the check

Your answer is #1 #2 #3 #4

 

Question 10: Which word would scare a RETAIL customer the most:

1- Investment

2- Purchase

3- Contract

4- Buy

Your answer is #1 #2 #3 #4

 

Question 11: After you ask a CLOSING question you should:

1- Immediately list all the reasons they should buy

2- Emphasize the good price and quality

3- Leave them alone to make a decision

4- Say nothing and wait for an answer

Your answer is #1 #2 #3 #4

 

Question 12: If you were selling the LAST product in stock and the customer complained it was slightly damaged you would:

1- Tell the customer you would order another one for them

2- Tell them it's the last one, take it or leave it

3- Say if they are serious, you will see about a discount

4- None of the above

Your answer is #1 #2 #3 #4

 

Question 13: Customers give off buying signs. Which example is NOT a buying sign:

1- They ask more questions

2- They say the price is too high

3- They ask if it comes in another color or size

4- They say they will make a decision tonight

Your answer is #1 #2 #3 #4

 

Question 14: When a customer wants to THINK it over, you should:

1- Give them the time they need to make a good decision

2- Tell them it's the last one in stock and it may be gone soon

3- Ask them if there is an unanswered question in their mind

4- Thank them for coming in and give them your business card

Your answer is #1 #2 #3 #4

 

Question 15: As an experienced salesperson, which one of the following do YOU think is the MOST important item to know in a sales presentation:

1- The price of the goods you're selling

2- The wholesale cost of the product or service

3- The correct way to read and respond to a customer

4- Know everything you can about the product or service

Your answer is #1 #2 #3 #4

 

Question 16: What is COLD CALLING:

1- Telephoning an upset customer

2- Calling around to find the best price

3- Calling on a potential new customer

4- Calling the customer after the sale

Your answer is #1 #2 #3 #4

 

Question 17: The very best source of NEW leads is:

1- Old customers

2- Newspaper

3- Friends

4- Cold calling

Your answer is #1 #2 #3 #4

 

Question 18: If you were cold calling via phone for a LOW priced product, you would expect to have:

1- 20 new leads a week

2- 50 new leads a week

3- 100 new leads a week

4- 200 new leads a week

Your answer is #1 #2 #3 #4

 

Question 19: Is it BETTER to be working on:

1- One or two really big deals

2- One really big deal and a few smaller ones

3- Many small deals and a couple big ones

4- A lot of big deals

Your answer is #1 #2 #3 #4

 

Question 20: If a customers asks you a question you CAN'T answer, you should:

1- Tell them what you think they want to hear

2- Tell them you will call later with an answer

3- Ask them a question you know they can't answer

4- Tell them you don't know but will find out immediately

Your answer is #1 #2 #3 #4

 

Question 21: What is YOUR view of selling for a living:

1- It's a good living

2- It's a game, and I like to win

3- It's a challenge, and I like to excel

4- None of the above

Your answer is #1 #2 #3 #4

 

Question 22: Which one of the following would help YOU the most in this sales position:

1- Learn more about this company's products or services

2- Take a good sales course

3- Take a body language course

4- Learn more about the competitors products or services

Your answer is #1 #2 #3 #4

 

Question 23: The BEST way to spend your time waiting in the reception area is:

1- To read a magazine and stay quiet

2- Read the company's brochures and newsletters

3- Check over your sales materials

4- Go over your sales pitch in your mind

Your answer is #1 #2 #3 #4

 

Question 24: The customer has just phoned and CANCELED an order, you would:

1- Call them back and find out the reason

2- Tell the boss so the goods don't sit there

3- Write them a letter to find out the problem

4- Turn them over to customer support

Your answer is #1 #2 #3 #4

 

Question 25: Which is the most important thing YOU do after a sale:

1- Analyze the sale

2- Call in a few days to thank the customer

3- Call the customer to see if they are satisfied

4- Ask the customer for other potential customers

Your answer is #1 #2 #3 #4

 

Question 26: If you're SELLING 2 out of 5 customers, are you doing well:

1- Yes

2- No

3- It would depend on where you worked and what you sold

Your answer is #1 #2 #3

 

Question 27: The best sales approach for YOU is to:

1- Be kind and courteous

2- Dominate and control the sale

3- Let the customer do most of the talking

4- Ask questions

Your answer is #1 #2 #3 #4

 

Question 28: After a NO sales day or a BAD sales day I'm:

1- Depressed

2- Angry at myself

3- Even, not up or down

4- Anxious to do better tomorrow

Your answer is #1 #2 #3 #4

 

Question 29: If selling over the PHONE you would feel most comfortable:

1- Being agressive and read from a prepare script

2- Being natural, relaxed, use your own words

3- Changing styles with different type customers

4- Being low keyed, not very agressive but factual

Your answer is #1 #2 #3 #4

 

Question 30: A customer shows INTEREST when:

1- They cross their arms

2- They change their tone of voice

3- They cross their legs or sit forward

4- They talk louder

Your answer is #1 #2 #3 #4

 

Question 31: Your company sells a product for four times what it costs to produce.Is this fair to the customer:

1- Yes

2- No

3- I don't know

4- It depends on where you're selling and to whom you are selling

Your answer is #1 #2 #3 #4

 

Question 32: A customer is looking at the most EXPENSIVE product you offer. You know they can't afford it. Do you:

1- Steer them towards something they can afford

2- Don't hurt their feelings, tell them you will try to get financing

3- Tell them the cheaper one is actually a better deal

4- None of the above

Your answer is #1 #2 #3 #4

 

Question 33: The best way YOU have found to sell a service or product is:

1- On quality and price

2- On what the customer needs

3- On the benefits

4- On what everyone else is buying

Your answer is #1 #2 #3 #4

 

Question 34: The best way for YOU to have good customer relations is to:

1- Give the customer a good deal

2- Give the customer what they need

3- Have a good customer support group

4- Make the customer think you're their friend

Your answer is #1 #2 #3 #4

 

Question 35: The person MOST likely to listen to your sales pitch is:

1- The sales manager

2- The president

3- The comptroller

4- The secretary

Your answer is #1 #2 #3 #4

 

Question 36: The best person you have found to GIVE your sales pitch to is:

1- The sales manager

2- The president

3- The comptroller

4- The secretary

Your answer is #1 #2 #3 #4

 

Question 37: In general, MOST customers need to:

1- Be pushed into a sale

2- Be lead into a sale

3- Be given time to make a sound decision

4- Be convinced they can't live without it

Your answer is #1 #2 #3 #4

 

Question 38: When selling a client, who should be asking the most questions:

1- You the salesperson

2- The client or customer

3- Neither, you are there to present the product or service

4- The client should ask the questions when they don't understand

Your answer is #1 #2 #3 #4

 

Question 39: Your competitor is charging MORE than you. Do you say your product is:

1- Less expensive

2- Cheaper

3- More affordable

4- A better deal

Your answer is #1 #2 #3 #4

 

Question 40: What TYPE of customer are you MOST comfortable with:

1- The large corporate companies or professional people

2- The medium size companies or average working people

3- The small size companies or in home sales

4- All of the above

Your answer is #1 #2 #3 #4

 

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

1- Make more sales

2- Become aware of mistakes you were making

3- Become more motivated

4- All of the above

5- Never took a sales course

Your answer is #1 #2 #3 #4 #5

 

Question 42: Which would you prefer to sell:

1- A low cost product sale

2- A low cost service sale

3- A high cost product sale

4- A high cost service sale

Your answer is #1 #2 #3 #4

 

Question 43: Which compensation plan would you prefer:

1- A high salary with low commissions

2- A good draw with high commissions

3- A mid level salary with year end bonus

4- Paid by the hour

Your answer is #1 #2 #3 #4

 

Question 44: Which would YOU work harder for:

1- A promotion

2- A company car

3- A raise in pay

4- A longer paid vacation

Your answer is #1 #2 #3 #4

 

Question 45: How did you learn your sales skills:

1- The road of hard knocks

2- Good training by others

3- Reading books on my own

4- All or most of the above

5- I need to learn sales skills

Your answer is #1 #2 #3 #4 #5

 

Question 46: How many years of experience do you have:

1- None to 1 year

2- 1-3 years

3- 3-6 years

4- Over 6 years

Your answer is #1 #2 #3 #4

 

Question 47: What is the top SALES compensation you have earned in one year:

1- Under $25,000

2- $25,000 to $50,000

3- $50,000 to $100,000

4- Over $100,000

Your answer is #1 #2 #3 #4

 

Question 48: How much money do you NEED to make each month to JUST to pay bills:

1- $1,500 to $2,500

2- $2,500 to $3,500

3- $3,500 to $4,500

4- Over $4,500

Your answer is #1 #2 #3 #4

 

Question 49: What is the HIGHEST position you have achieved in sales:

1- Vice president of sales or above

2- Regional sales manager or above

3- Branch manager or above

4- Have not yet had the chance for a management position

5- I have always been interest in just selling, not management

Your answer is #1 #2 #3 #4 #5

 

Question 50: Which group of salespeople are YOU in:

1- Very aggressive, work hard, steamrollers

2- Aggressive, factual, to the point

3- Somewhat laid back, work smart, not hard

4- Do your job well and enjoy life

5- None of the above

Your answer is #1 #2 #3 #4 #5

 

Question 51: How many different sales jobs have you had:

1- 1 to 3

2- 4 to 6

3- 7 to 10

4- More than 10

5- None

Your answer is #1 #2 #3 #4 #5

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