Description: Tests that measure the general knowledge of selling, selling skills and how to market oneself to prospects. The sales skills test measures the aggressive sales types rather than the solution or relation selling types. For the more extensive selling styles that also include the service type sales see the Sales Ability test page 149.
Greater Description: A test to make sure that if the applicant has the right personality for sales, s/he will also have the right sales savvy to be able to make sales. The test includes sales closing savvy, sales tone, objection handling and how this applicant would go about starting to sell new services or products (in others words knows how to market oneself to customers).
What the Test is NOT: A personality test. A telemarketing test (this is another test we offer) or a relationship or solution sales test. It does not directly measure sales styles the candidate would be best at. See Sales Ability test page 149 for that.
Usefulness of the Test: Nothing is worse than hiring a salesperson can’t sell or is part of the 80%, “Order Takers” of those who produce very little. If you are supplying training, supervision, advertising, leads and other resources this can be an unprofitable “profit center”. This test along with a personality test will tell you a lot of what you need to know about sales candidates.
Who Should this Test be Given to?: Anyone who is applying for a traditional persuasive sales position.
Test Details: Ten multiple choice questions with five possible answers to each question. Questions are designed for application and do not depend on memory detail for the correct answer. The results show sales styles from pushy to being too nice. The results show savvy levels in Tone, Closing including objection handling and Prospecting to some degree. The results also show just how the candidate answered the questions with highlights of green for very good answers, red for poor and no highlights for borderline answers.
Can this Test be Done at Home?: Yes, it would be very difficult to get help doing this test and is also timed so that those seeking help on questions would be shown up with lengthy times. If this candidate also did a personality test then the type of personality should match the type of style the candidate projected on the sales test.
Average Time to Take the Test: This test should take about 7 to 12 minutes to do. If it takes much longer you can expect the candidate was seeking help from someone else.
Closely Related Tests: Sales Ability, Wimbush SL, Wimbush IC, Wimbush Aptitude, Telemarketing test.
Positions Most Applicable: Sales positions of all types including telemarketing.
Warnings to be Given to the Applicant: Make sure the applicant knows s/he only has enough time to answers the questions and not be doing anything else during the test.
Very Low Range: 0 to 30. These people were just guessing at the answers or know very little about selling.
Low Range: 31 to 50. These people know little about effective selling. These people will be in the lower 80% of the sales producers especially if they don’t have the right personality for sales. The 80% that produce 20% of the total sales.
Medium Range: 51 to 64. These people will only do reasonably well at selling if they have the right personality and motivation for the job. These people will most likely be part of the lower 80% sales producers if hired.
Good Range: 65 to 85. These people will do well at selling if they have the right personality and motivation for the job. These people, if they have the right personality and motivation, will likely be part of the upper 20% top sales producers if hired.
Excellent Range: 86 to 100. These people will do very well at selling if they have the right personality and motivation for the job. These people, if they have the right personality and motivation, will very likely be part of the upper 20% top sales producers if hired. The 20% that produce 80% of the total sales.