Plus-32 Sales Aptitude and Placement System Page 1
Produced for :
For Applicant : Ron Bennett
App.Phone : 00555-5555
App.Fax : E-mail :
Date taken : July,06,2000
Group # : 1002 Team Design # : 15 Job Code :PRESIDENT
Sales File used : c:\Plus32\Standard Sales File.sqa
Combined skills and knowledge scores for the c:\Plus32\Standard Sales File.sqa file.
Scores are from 1 to 10 with 10 being the best.
The skill score shows how much information the applicant learned by 'doing sales'. The knowledge score shows how much the applicant learned by reading sales books, seminars etc. If the skill scores are lower than the knowledge scores, some practical experience is needed and a mentor should be assigned. If the knowledge scores are lower, some training in this area is needed.
Qualifying - Knowing who to sell, what to sell, who to pass on and when to pass:
Skill Level learned by doing > 1
Knowledge Level learned by education > 5.1
Presentation - Knowing the correct way to convey your service or product:
Skill > 1 Versus Knowledge > 4.4
Overcoming Objections - Knowing what to say, when to say it and how to say it:
Skill > 1 Versus Knowledge > 5.3
Cold Calling - Knocking on doors, making calls and being assertive:
Skill > 1 Versus Knowledge > 6.3
Telemarketing - Making the calls, setting the appointments:
Skill > 1 Versus Knowledge > 4.6
Closing Skills - Asking the right questions, knowing when to quit selling and ask for the sale:
Skill > 1 Versus Knowledge > 5.8
______________________________________________________________________
Out of a possible 60 points : Skill Total = 6 Knowledge Total = 31.5
The following scores are based from 1 to 10. With 10 being the best
Assertiveness = 6
Experience = 1
Ethics in sales = 10
Outside sales = 4
Inside retail sales = 6
Applicants Sales level = 2 * 5 = Highest * 1 = Lowest
Applicants sales level was reduced 2 level because of no real sales experience.
The Knowledge scores show this applicant has some knowledge of sales but will need training in how to apply this knowledge to real time sales. The applicant appears to have potential.
Plus-32 employment testing system (tm) Copyright(c) 1987 - 2000 By B.R. Garrison. All rights reserved worldwide.
For more information or help reading this report call 941-505-9327
Probability of performance Page 2
Based on standard industry sales answers
Qualifing Customers
Based on a level 3 standard :has few sales skills, experience or knowledge.
Presentation Skills
Based on a level 3 standard :has few sales skills, experience or knowledge.
Handling Objections
Based on a level 3 standard :has few sales skills, experience or knowledge.
Closing Abilities
Based on a level 3 standard :has few sales skills, experience or knowledge.
Cold Calling Skills
Based on a level 3 standard :has few sales skills, experience or knowledge.
Telemarketing Skills
Based on a level 3 standard :has few sales skills, experience or knowledge.
You may want to start Ron off at inside sales for further training and evaluation.
Plus-32 employment testing system (tm) Copyright(c) 1987 - 2000 By B.R. Garrison. All rights reserved worldwide.
For more information or help reading this report call 941-505-9327
Education and Experience Page 3
Sales Levels - Experience and training based on the c:\Plus32\Standard Sales File.sqa File.
|
Sales levels |
Score needed |
|
Level 1 = Little or no sales experience and knowledge |
Scored 0 to 4.9 |
|
Level 2 = Borderline some sales experience and knowledge |
Scored 5.0 to 5.9 |
|
Level 3 = Average sales experience and knowledge |
Scored 6.0 to 7.4 |
|
Level 4 = Above average sales experience and knowledge |
Scored 7.5 to 8.4 |
|
Level 4 = Above average sales experience and knowledge |
Scored 7.5 to 8.4 |
|
Level 5 = Exceptional sales experience and knowledge |
Scored over 8.4 |
Ron has a combined sales experience and educational level of : 2 Scored : 3.1
Ron has few sales skills or experience. We based this opinion on his own omissions in questions 41 through 51. He will need extensive on the job skill training to do well at sales. Based on the way the questions were answered, we feel he may do better at an inside type of sales position rather than an outside position. He may do well at inside low ticket retail sales with the appropriate training. Ron is fairly assertive in his sales manner. He will do well at selling the product or service that needs a soft sell or maybe a hard sell. Ron will need additional training to do well at hard close sales. He stated he was most comfortable selling a low cost product. Ron seems to be suited for selling this type of sale. His inexperience would hurt him in a high ticket type of sale.
Ron stated he had 0 to 1 year of sales experience. This may be a true statement being at a level 2 in sales.
He stated he had 1 to 3 previous sales jobs. Ron stated what would help him the most would be a body language course
AREAS THAT NEED FURTHER TRAINING ARE :
Closing Skills - Closing Knowledge - Presentation Skills - Presentation knowledge - Overcoming Objections - Qualifing Customers - Cold Calling Skills - Cold Calling knowledge - Telemarketing Skills - Telemarketing knowledge
Ron stated he was a regional manager of sales or above.
He stated he was most comfortable selling large corporations.
THE EXPERIENCE AND COMFORT LEVEL DOESN'T ADD UP
COMPENSATION
He would like a mid level salary with year end bonus as a compensation plan.
He is looking for $800 to $1050 per week in compensation. You may have a problem in this area.
He needs $3500 to $4500 per month just to pay his bills.
Ron stated he made $25,000 to $50,000 in compensation in one year.
SOMETHING WRONG WITH THIS PICTURE - needs further investigation.
Ron stated he would work harder for a promotion
___________________________________________________________________
Plus-32 employment testing system (tm) Copyright(c) 1987 - 2000 By B.R. Garrison. All rights reserved worldwide.
For more information or help reading this report call 941-505-9327
Key sales questions and answers Page 4
This part of the report we have included key questions and how the applicant answered.
With most of the questions there is one very wrong answer. If the applicant
made that choice, we will Red Flag it. Review the answers to determine if
the applicant fits your type of sales position and style
QUES # 1 - Experience - Applicants answer was 1 - Secondary Answer
As a sales person, 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
QUES # 2 - Experience - Applicants answer was 1
Most correct answer was 3
When talking about the $$ amount of the service or product you're selling,
the WORD YOU would use is :
1 - Cost
2 - Price
3 - Investment
4 - Total
Red Flag _________________________________________________________________
QUES # 3 - Knowledge - Applicants answer was 1
Most correct answer was 4
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
Red Flag _________________________________________________________________
QUES # 4 - Knowledge - Applicants answer was 1 - Secondary Answer
In general MOST people buy a PRODUCT because they :
1 - Need it
2 - Want it
Key sales questions and answers Page 5
QUES # 5 - Experience - Applicants answer was 1
Most correct answer was 3
In a RETAIL type sale, which greeting would be best 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
Red Flag _________________________________________________________________
QUES # 6 - Experience - Applicants answer was 1
In general MOST people buy a SERVICE because they :
1 - Need it
2 - Want it
QUES # 7 - Knowledge - Applicants answer was 1
Most correct answer was 4
What is a sales OBJECTION ?
1 - It's when you can't answer a customer's 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
Red Flag _________________________________________________________________
QUES # 8 - Knowledge - Applicants answer was 1
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
Key sales questions and answers Page 6
QUES # 9 - Experience - Applicants answer was 1 - Secondary Answer
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 payment
QUES # 10 - Experience - Applicants answer was 1
Most correct answer was 3
Which word below would SCARE a RETAIL customer the most :
1 - Investment
2 - Purchase
3 - Contract
4 - Buy
Red Flag _________________________________________________________________
QUES # 11 - Knowledge - Applicants answer was 1
Most correct answer was 4
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
Red Flag _________________________________________________________________
QUES # 12 - Experience - Applicants answer was 3
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 him
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
Key sales questions and answers Page 7
QUES # 13 - Knowledge - Applicants answer was 1
Most correct answer was 4
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.
Red Flag _________________________________________________________________
QUES # 14 - Knowledge - Applicants answer was 3
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
QUES # 15 - Experience - Applicants answer was 3 - Secondary Answer
As an experienced salesperson, which of the following do YOU
think is 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 - Everything you can about the product or service
QUES # 16 - Knowledge - Applicants answer was 3
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
Key sales questions and answers Page 8
QUES # 17 - Experience - Applicants answer was 1
The very best source of NEW leads is :
1 - Old customers
2 - Newspaper
3 - Friends
4 - Cold calling
QUES # 18 - Experience - Applicants answer was 1
Most correct answer was 3
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
Red Flag _________________________________________________________________
QUES # 19 - Experience - Applicants answer was 3
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
QUES # 20 - Experience - Applicants answer was 4
If a customer 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
Key sales questions and answers Page 9
QUES # 21 - Attitude - Applicants answer was 3 - Secondary Answer
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
QUES # 22 - General - Applicants answer was 3
Most correct answer was 4
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
Red Flag _________________________________________________________________
QUES # 23 - Experience - Applicants answer was 3
Most correct answer was 2
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
Red Flag _________________________________________________________________
QUES # 24 - Experience - Applicants answer was 1
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
Key sales questions and answers Page 10
QUES # 25 - Experience - Applicants answer was 1
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
QUES # 26 - Experience - Applicants answer was 1
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
QUES # 27 - General - Applicants answer was 3
Most correct answer was 4
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
Red Flag _________________________________________________________________
QUES # 28 - General - Applicants answer was 3 - Secondary Answer
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
Key sales questions and answers Page 11
QUES # 29 - Experience - Applicants answer was 3
If selling over the PHONE you would FEEL most comfortable :
1 - Being aggressive and read from a prepared script
2 - Being natural, relaxed, use your own words
3 - Changing styles with different type customers
4 - Being low keyed, not very aggressive but factual
QUES # 30 - Knowledge - Applicants answer was 3
A customer shows INTEREST when :
1 - They cross their arms
2 - They change their tone of voice
3 - They sit forward
4 - They talk louder
QUES # 31 - Attitude - Applicants answer was 1
Your company sells a product for four times what it costs to make it.
Is this FAIR to the customer :
1 - Yes
2 - No
3 - I don't know
4 - It depends on where you're selling it and to whom you are selling.
QUES # 32 - Experience - Applicants answer was 1
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
Key sales questions and answers Page 12
QUES # 33 - Experience - Applicants answer was 2
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
QUES # 34 - Experience - Applicants answer was 1 - Secondary Answer
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
QUES # 35 - Experience - Applicants answer was 4
The person MOST likely to LISTEN to your sales pitch is :
1 - The sales manager
2 - The president
3 - The comptroller
4 - The secretary
QUES # 36 - Experience - Applicants answer was 1
Most correct answer was 3
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
Red Flag _________________________________________________________________
Key sales questions and answers Page 13
QUES # 37 - Experience - Applicants answer was 4
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
QUES # 38 - Knowledge - Applicants answer was 1
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 questions when they don't understand.
QUES # 39 - Knowledge - Applicants answer was 1
Most correct answer was 4
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
Red Flag _________________________________________________________________
QUES # 40 - Experience - Applicants answer was 1 - Secondary Answer
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
Key sales questions and answers Page 14
QUES # 41 - Attitude - Applicants answer was 3 General Type Question
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
QUES # 42 - General - Applicants answer was 1 General Type Question
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
QUES # 43 - General - Applicants answer was 3 General Type Question
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
QUES # 44 - General - Applicants answer was 1 General Type Question
Which would YOU work harder for :
1 - A promotion
2 - A company car
3 - A raise in pay
4 - A longer paid vacation
Key sales questions and answers Page 15
QUES # 45 - General - Applicants answer was 2 General Type Question
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
QUES # 46 - General - Applicants answer was 1 General Type Question
How many years of sales experience do you have :
1 - None TO 1 year
2 - 1 TO 3 years
3 - 3 TO 6 years
4 - Over 6 years
Red Flag _________________________________________________________________
QUES # 47 - General - Applicants answer was 2 General Type Question
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
QUES # 48 - General - Applicants answer was 3 General Type Question
How much money do you NEED to make each month to JUST pay bills :
1 - $1,500 to $2,500
2 - $2,500 to $3,500
3 - $3,500 to $4,500
4 - Over $4,500
Key sales questions and answers Page 16
QUES # 49 - General - Applicants answer was 2 General Type Question
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 interested in just selling, not management
QUES # 50 - General - Applicants answer was 1 General Type Question
Which group of sales people 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
QUES # 51 - General - Applicants answer was 1 General Type Question
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
Red Flag _________________________________________________________________