 |
Overall results (score 48)
| |
|
Overall suitability for a career in sales.
|
|
Your
score shows that although you are not a natural-born salesperson, you
may be able to make a career of it. You possess some, but not all of
the characteristics and skills necessary to succeed in this industry.
You would probably survive in the dog-eat-dog world of high-level
sales, but getting to the top would be a challenge. By putting in a
conscious effort to improve the skills you already have and working on
the ones you don’t, you could end up being a very successful
salesperson. However, keep in mind that it isn't necessarily a bad
thing if you don’t have all that it takes; it simply means that your
strengths lie elsewhere. The characteristics that would make you an
average salesperson can give you a head start in another field. Explore
all your options before embarking on such a career. |
Soft Skills (score 53)
| |
|
Refers to a person's ability to effectively relate to and deal with customers
|
|
Your
score indicates that your soft skills are average overall, but there is
definitely room for improvement. You may lack certain traits and
abilities that will enable you to effectively interact with customers.
Given that a career in sales will require you to come into contact and
develop relationships with a diverse range of clients, it is essential
that you take the steps necessary to improve these skills. |
Persuasiveness (score 74)
| |
|
The ability to convince others to take a certain course of action, or embrace a specific point of view.
|
|
According
to your results, your powers of persuasion are fairly good. You are
relatively capable of convincing people to see things your way or to
take a particular action; you rarely fail to sway others. Although
successful salespeople use many different techniques to garner the
interest of potential customers, they have to be able to convince
clients of the viability and dependability of their products or
services. Despite what some may believe, this trait does not require
deception; it means building a strong and credible argument that not
only proves the worth of what you’re selling, but is also the first
stepping stone to creating a trusting rapport with potential customers.
As you probably know, this skill is highly dependent upon how you
yourself feel about the product or service; a salesperson who believes
in what he or she is selling is going to be much more persuasive than
someone who doesn’t. If you wish to brush up your skills even more
however, there’s always room for improvement. |
Communication Skills (score 50)
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|
The ability to communication with others clearly and concisely.
|
|
According
to your score, your communication skills are average, leaving plenty of
room for improvement. Some time and concentrated effort is needed to
develop these abilities even further. Communication plays a large role
in the sales field. Not only does it impact the impression you make on
others, but it can also influence your self-esteem, assertiveness, and
social adjustment. If you want to reach your full communicating
potential, all it takes is a little know-how and effort. As with any
skill, practice makes perfect – and you’re halfway there. |
Assertiveness (score 50)
| |
|
The ability to express one’s thoughts, opinions and disagreement in a respectful and direct way.
|
|
Your
responses indicate that you are relatively comfortable asserting
yourself, but may occasionally hesitate to express your opinions or
thoughts, especially if there’s a good chance that a disagreement will
ensue. Keep in mind however, that in the sales field, you will be
required to consistently assert yourself. Disagreement and rejection
are common responses from potential clients, but you must not allow
this to deter or dissuade you from expressing your thoughts. Experts in
the sales field have mentioned time and again that those who assert
themselves are more likely to get a sale than their less assertive
counterparts. Even if there are times where you are assertive, it seems
that you could definitely profit from improving this skill. There are a
number of benefits to being assertive that should serve as incentive to
improve: more respect from others, and, of course, an increase in the
possibility that you’ll get that sale! |
Listening Skills (score 32)
| |
|
The ability to actively attend to speakers.
|
|
Your
results indicate that your listening skills need a fair amount of work.
One of the most important steps in the sales process is to uncover what
your potential customers’ needs are. This will be nearly impossible if
you’re the one doing most of the talking, rather than listening.
Practiced listening encompasses both verbal and non-verbal techniques.
When you use these techniques together, you can effectively show others
that you are open to the messages they are conveying to you. Customers
are more likely to trust salespeople who have the time and patience to
listen to them. A good listener does a lot of things, including
encouraging a speaker to talk, and not letting distractions get in the
way. Without these essential skills, people may be less inclined to do
business with you. Remember that if you want others to listen to you,
you must be willing to attend to them as well. |
Social Skills (score 44)
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|
The degree to which you are outgoing and comfortable interacting with others.
|
|
According
to your results, your social skills are generally good, but need some
work. There are some occasions when you are uncomfortable socializing
and as a result, may withdraw from others. You also sometimes have
difficulty striking up a conversation with people, especially when you
don’t know them well. Individuals with good social skills are more
likely to deal well with clients and coworkers, and find it easier to
make friends and acquaintances, which are all important in the field of
sales – turning a stranger into a friend opens up the possibility for a
business venture. Although you seem to have what it takes to
effectively interact in social situations, there may be a few essential
skills that you’re missing. The good news is that many social skills
can be learned, improved and honed with a little know-how and practice.
|
Integrity (score 53)
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|
Assesses whether you are an honorable person, or simply do (or say) things when it’s to your advantage.
|
|
According
to your responses, you do consider integrity somewhat important, but
don’t always practice it in your everyday life. When you do something
for others, you intentions are generally honorable, but you may have a
slight case of the “What’s in it for me” syndrome. There may be times
when you’ll evaluate people or situations in terms of how they can
benefit your own needs. As a result, your motivation in the sales field
will likely stem from both an extrinsic and intrinsic source. Making a
sale and money is likely important to you - but that doesn’t mean
you’ll put your credibility or reputation on the line. Keep in mind
that customers are more likely to continue to do business with someone
whom they can trust and who truly wants to help fulfill their needs,
rather than just make a sale. You might want to take this into
consideration if you truly want to get the most out of this field. |
Networking Skills (score 74)
| |
|
The ability to find and make useful contacts.
|
|
Your
responses indicate that your networking skills are fairly good. You try
your best to seek out new contacts and maintain connections with people
who can prove helpful in your social network. As a result, you rarely
have difficulty finding people when you need help personally or
professionally. One of the main steps in the sales process is finding
prospects to sell your products or services to. As any good salesperson
knows, prospects can be found everywhere – this is why expanding your
network is so important. A member of your network may not buy into what
you’re selling, but they might know someone else who would be
interested. Networking skills are particularly important when attending
business conventions. Your communication and social skills as well as
your level of assertiveness can have a significant impact on your
networking abilities. If you brush up on these skills, your networking
abilities will also likely improve. |
Helpfulness (score 80)
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|
Your willingness and desire to offer aid to others.
|
|
Your
results indicate that you try to help others as often as possible and
in every which way you can. You go out of your way to help others,
usually without being asked. You readily offer your aid, and take a lot
of pleasure in helping others. Despite what some people might think,
being helpful is a necessary quality in sales; there’s more to the job
than simply making a sale. Going out of your way to help customers and
make them happy not only helps build a relationship with them, but also
keeps a loyal client coming back. This seems to be one of your main
qualities, and one that will prove quite beneficial to your customers.
Good work! |
Comfort with Public Speaking (score 32)
| |
|
The degree to which you are at ease speaking to an audience.
|
|
According
to your results, you aren't very fond of public speaking. Standing in
the spotlight and talking to an audience isn't something you're totally
at ease with; in fact, you may get quite nervous. Being the center of
attention in such a situation is not something you'll readily volunteer
for, and you likely wouldn't be very comfortable in a job that would
require you to speak in front of others on a regular basis. Many
salespeople are required to present their wares or talk about their
service in front of an audience. The good news is that because this is
such a common fear, there are plenty of ways to improve your public
speaking skills. The key is learning how to calm your nerves, making
sure to be well-prepared, and practicing in front of people you're
comfortable with as often as possible. |
Research Skills (score 40)
| |
|
The ability to uncover and analyze important information in a short period of time.
|
|
According
to this test, your research skills are generally good, but could use
some improvement. You sometimes have trouble picking out the important
pieces of information in a text, and are not always able to analyze the
data in order to come to a logical conclusion. It appears as though you
haven’t grasped all the tricks of the trade when it comes to
researching information. These tricks include scanning a text for key
words, picking out the important information and ignoring irrelevant
details. Learning how to do this with ease will be particularly useful
when networking and prospecting (zeroing in on important details about
a potential client), and when presenting (knowing your products or
services inside out). Brushing up on your research skills would
definitely be worth the effort because it could save you a lot of time
and energy. |
Success Orientation (score 49)
| |
|
Refers to a person's attitude and approach to success.
|
|
Your
score on the Success Orientation scale is relatively good, but may need
some improvement. Keep in mind that without a willingness to succeed
and do what it takes to close that deal, a career in sales will prove
to be quite challenging. |
Problem-Solving Skills (score 53)
| |
|
The ability to come up with various approaches and solutions to a problem.
|
|
According
to your responses, your approach to problem-solving is generally
flexible. There are times when you’d rather use a practical and
conventional approach, but you’re not opposed to exploring other ideas.
You won’t always settle for solutions that have worked in the past, but
you’re not exactly the type who will let your imagination run wild
either. You should try to be a little more flexible and open to
exploring alternative ways to approach and solve a problem. Although a
standard method may work sometimes (or even most of the time), you have
to be even more open to other ways and ideas. Remember that in the
world of sales, each client is different. While a certain approach make
work on some customers, it may not fly for all of them. You have to be
able to adapt your sales method to different clients and situations,
and this is why good problem-solving skills are important. |
Self-Confidence (score 25)
| |
|
Whether you believe in yourself and your abilities.
|
|
Your
results indicate that your self-confidence is fairly low. You often
doubt yourself and your abilities, and generally believe that you don’t
possess the competency to tackle the tasks or challenges that come your
way. You don't seem to recognize your inner value, and you often feel
inadequate. In order to be successful and survive as a salesperson, you
must have faith in yourself and your skills. If you don’t approach a
sale with confidence, clients will see right through you. They will
likely have a lot of difficulty trusting you and what you’re selling.
Self-confidence affects not only how others treat us, but also how we
treat ourselves. By boosting your self-confidence, you’ll approach
tasks and obstacles with much more determination, and will be able to
get through tough sales times and rejections. |
Initiative (score 62)
| |
|
Your level of comfort with taking independent action.
|
|
According
to your results, you are generally willing to take action on your own.
You seem to be fairly comfortable acting on initiative, although you
may be a little uneasy doing so on some occasions. For the most part
however, you’re likely not one to wait for others to take the lead or
show you the way. While it's true that taking action can be risky,
sitting around and doing nothing (or doing the minimum) won’t get you
far in sales. Potential customers won’t come to you – you have to go
out and get them. Salespeople take initiative everyday, when they pick
up the phone, propose their products or services, or ask for a
commitment. A proactive approach requires a lot of confidence and a
certain level of comfort with assertiveness, and you seem to be capable
of taking initiative when necessary. |
Competitiveness (score 65)
| |
|
The degree to which you strive to be the best.
|
|
According
to your responses, it appears as though being number one is fairly
important to you. You have a reasonably competitive spirit, and you do
try your best to outdo others. You rarely settle with your current
level of performance; more often than not, you have your sights set on
that top spot. This attitude will prove quite advantageous, because in
today’s business world, competition is fierce. Customers can easily
turn to competitors for their products or services. A competitive edge
gives you that hunger to win – to go after a client, stick to a sale,
and prove to your customers that doing business with your company is
better than settling with the competition. Also, for salespeople who
work on commission, being competitive not only helps bring the sales
in, but may even differentiate them from their peers, placing them head
and shoulders above the rest. You are fairly comfortable competing with
others, and this will help you to become a force to be reckoned with in
the dog-eat-dog world of sales. |
Goal-Orientation (score 68)
| |
|
Whether you set goals, and have the perseverance to follow through with their completion.
|
|
Your
results indicate that you often set challenging goals for yourself, and
seem to have the determination and dedication to achieve them – at
least most of the time. You are likely not the type of person who will
settle for the status quo, and are able to muster the motivation needed
to push yourself to reach for that bar. Without direction and
perseverance, being successful as a salesperson would be very
difficult. A strong goal-orientation will not only motivate and push
you to sell, but it will also get you through the ups and downs that
are common in this line of work. Make sure to consistently set goals
for yourself, and try to use more intrinsic motivators (like looking
forward to the pride and satisfaction that comes with achieving your
goals) and less extrinsic ones (like money or praise) to keep you
going. |
Energy (score 62)
| |
|
Whether you approach situations with enthusiasm, interest and passion.
|
|
When
it comes to getting ready to tackle a new task or day, you rarely have
difficulty getting yourself going – you have quite a “joie de vivre”.
No matter what you do, you almost always approach it with a lot of
excitement, passion and interest. Salespeople who are very energetic
can really catch the attention of their customers. Not only do they
enjoy the sales process, but their passion and enthusiasm can be
infectious; they can really entertain and schmooze their clients, and
are often quite effective at influencing customers to buy into what
they’re selling. An energetic approach can be very helpful during a
presentation, and can give you that edge you need to get through to a
tough client. It is very important to love what you do for a living. |
Cognitive Ability (score 0)
| |
|
Ability to learn quickly.
|
|
You
scored poorly on the cognitive ability portion of this assessment. You
may have difficulty learning the tasks relevant to the sales field. |
Mental Toughness (score 41)
| |
|
Refers to the ability to cope with the ups and downs that are common in a sales career.
|
|
Your
results suggest that you sometimes have difficulty coping with
potentially taxing situations. As a result, when overwhelmed with
stress or demanding tasks, you may end up buckling under the pressure.
A career in sales inevitably has its ups and downs, so developing a bit
of a “thick skin” is crucial. |
Comfort with Criticism/Rejection (score 32)
| |
|
The ability to handle rejection and negative feedback.
|
|
Your
results indicate that you get fairly defensive when criticized. You
also seem to have difficulty coping with rejection, and as a result, it
may take you more time than other people to get over it. When you
receive feedback that isn’t positive, it can hit you quite hard.
Working in sales requires a thick skin, because objections and
rejections from customers will occur on a regular basis. Realize
however, that even the best salespeople get turned down from time to
time - they just learn to take it in stride. The good thing is that you
can learn a lot from negative feedback, as it offers valuable
information on what you can change and improve upon in the future.
Also, it is important not to generalize criticism. Keep in mind that
customers are rejecting only what you offer, not you as a person. |
Emotional Control (score 32)
| |
|
The ability to regulate and manage hostility, anger and impatience.
|
|
Your
responses indicate that you don’t have a lot of emotional control. You
get upset and frustrated fairly easily, and have difficulty keeping
your feelings in check. Being unable to regulate your emotions will
result in serious consequences; it can have a negative impact on your
interactions with customers, as well as your emotional health.
Individuals who lack emotional restraint are often aggressive,
uncompromising, and insistent with others – and if there’s anything
that people hate, it’s pushy salespeople! Realize that your emotional
outbursts could result in rejection from clients and a lot of
unnecessary stress. They could also compromise your job. Learn some
techniques that can help calm you down, and try not to get riled up
over situations or people that you just can’t change. A job in sales
has a lot of ups and downs, so you would be well served to learn to
control your own emotional roller coaster. |
Adaptability (score 47)
| |
|
The ability to adapt to difficulty situations.
|
|
According
to your results, adapting to difficult situations is sometimes hard for
you. Change, stress and adversity may occasionally take a toll on your
peace of mind, and as a result, there are times when you have problems
staying psychologically strong. When faced with challenges in your
environment, it may sometimes take you longer than others to adapt and
get through them. Most sales jobs tend to be very fast-paced and
stressful. Each client and sale is different, so salespeople must be
able to adapt quickly. In a career where rejection and slumps are
common, it is necessary for individuals to be able to accommodate a
constantly changing environment. Try your best to be a little more
flexible and open-minded. When dealing with difficult situations,
remember that putting things in perspective can really help. |
Comfort with Risk-Taking (score 51)
| |
|
Whether you are comfortable with ambiguity, and willing to take action despite uncertain outcomes.
|
|
According
to your responses, taking risks isn’t something that you are always at
ease with. You are somewhat uncomfortable when faced with ambiguous
situations, and there are times when this prevents you from taking
chances and risks. You are generally a cautious person who may
sometimes require a lot of reassurance when choosing to go out on a
limb. Keep in mind that should you pursue a career in sales, you will
frequently be required to face ambiguous situations. Getting clients or
a sale isn’t always a guarantee; not all customers will be receptive to
what you’re selling, and doing business with them may not prove to be
profitable. Also, for those working only on commission, they have to be
willing to deal with the potential for a slow sales month, and
therefore, slim earnings. The good news is that although some people
may arguably be natural born risk-takers, there are ways to improve
your comfort with taking chances. Learning to cope with, and accept the
potential for failure, keeping an optimistic attitude, and taking
calculated rather than reckless risks are just a few ways to help
lessen your discomfort. |
Comfort with Decision-Making (score 42)
| |
|
Whether you are capable of, and comfortable with, making decisions.
|
|
When
it comes to the decision-making process, your results indicate that you
sometimes have problems. Making decisions appears to be somewhat
difficult for you; there may be times when you suffer from misgivings
and doubts after you make your choice. Whether it’s due to a fear of
making mistakes or an inability to narrow down your choices, making
decisions is not something that you are entirely comfortable with.
Unfortunately, having your decisions made for you is not an option in
sales. In such a dynamic and unpredictable environment, you may often
be required to think on your feet and make on-the-spot decisions, like
choosing the best way to present your products or services, and
determining whether to pursue or drop a customer. Learning to deal with
ambiguity and the potential for failure, and making sure to weigh the
pros and cons of each option available to you (if time permits) are all
ways to improve your comfort with the decision-making process. |
Organizational Skills (score 51)
| |
|
Refers to the structure of an individual’s work approach and the ability to maintain a neat work environment.
|
|
You
scored adequately on this scale. It appears as though you do use a few
methods to keep your work and environment organized, but may not do so
on a consistent basis. Although organizational skills may not be the
most important aptitudes to have in a sales career, they still prove to
be quite useful, as staying organized can save you considerable
precious time and energy. |
Neatness (score 59)
| |
|
Whether you are willing and able to maintain an orderly environment.
|
|
Your
results indicate that keeping a neat environment is not something that
you’re in the habit of doing on a consistent basis. There may be times
when you have difficulty finding things and keeping your workspace tidy
enough to be able to work quickly and efficiently. Although neatness is
not characteristic that one would think is important in the sales
field, it does play a major role. The first step to preparing for a
sales presentation is making sure that you have everything you need -
all the information, files, and paperwork required (this is
particularly important when doing sales over the phone). Having to
search for the materials you need not only wastes time, but it can also
give potential clients a bad impression. Remember that everything you
do not only affects your reputation; it also impacts the standing of
the company you represent as well. |
Time Management Skills (score 68)
| |
|
The ability to use time available effectively and efficiently.
|
|
Your
responses indicate that you are fairly skilled at managing your time
efficiently. You use strategies to help you save time and work more
productively, and as a result, you rarely end up leaving tasks undone.
Time management plays an important role during sales presentations; if
you are not organized, you may find yourself rushing through your
pitch, omitting details or, worse yet, running late and wasting your
client’s time. This could not only result in a sloppy presentation, but
it can also frustrate prospects and cost you a sale. Also, a lack of
time management could prevent you from making as many sales calls as
you should, leading to decreased productivity. Since your score wasn’t
perfect, there is still room for improvement. Make sure that you
prioritize your tasks, set deadlines for yourself and create to-do
lists. It would be well worth the effort. |
Memory Skills (score 17)
| |
|
The ability to recall information.
|
|
Your
memory skills as measured by this test are below par. Your performance
indicates that you had a lot of difficulty memorizing and recalling
information that was presented to you. A good memory can serve you well
in sales, particularly when networking. Recalling people’s faces,
names, and what they do for a living may prove useful when trying to
find prospects to sell your products or services to. Although this is
not a trait that is absolutely crucial to a job in sales, it can
definitely come in handy. |
Meticulousness (score 59)
| |
|
Whether you are willing and able to pay close attention to detail.
|
|
According
to your results, you are somewhat detail-oriented, but this isn’t
always the case. You sometimes ignore the small stuff, and there may be
times when you’d rather let details slide than put in the time and
effort needed to be meticulous. This inconsistency could be a result of
various factors – perhaps you would rather just get things done and not
worry about them. Or maybe you recognize the importance of small
things, but sometimes lack the motivation and focus needed to pay
attention to them. In sales, details are very important. Salespeople
need to know their products or services inside out in order to best
serve their customers. Also, when uncovering the needs of your clients,
paying close attention to what they’re saying (as well as what they’re
not saying) can offer you important tidbits of information that can
help increase your chances of making a sale. Letting those little
details go might seem harmless, but it they can end up costing you a
lot in the long-run. |
Sales Ability (score 46)
| |
|
Sales Ability takes into account knowledge of the sales process.
|
|
Overall,
you have an adequate amount of knowledge of the sales process. However,
you will need to further familiarize yourself with the different
practices and procedures involved before tackling a sales career. If
you already work in the field, you may require some supplementary
training in a few areas. |
Prospecting (score 28)
| |
|
Whether you are knowledgeable about the prospecting step (finding and contacting potential clients) in the sales process.
|
|
According
to your responses, your knowledge of prospecting is rather limited. You
are generally unfamiliar with the process of finding and getting in
touch with clients, and are not well-informed as to how to deal with
common situations that arise in this part of the sales process.
Prospecting is one of the most important steps – you can’t sell your
products/services if you have no one to sell them to. Therefore, it is
essential to inform and familiarize yourself with what is required of
you. You will require a fair amount of training in this area. |
Presenting (score 40)
| |
|
Knowledge of the presentation aspect of sales process.
|
|
According
to your responses, you possess basic knowledge of the presentation
aspect of sales. You are relatively familiar with how to identify
customers’ needs, provide possible solutions, and present your product
or service in a proper manner. The presentation aspect of sales is the
key to developing a rapport with clients. You will require a moderate
amount of training in this area. |
Closing (score 38)
| |
|
Whether you are knowledgeable about the closing step (finalizing a sale) in the sales process.
|
|
According
to your responses, your knowledge of the closing aspect of sales is
rather limited. You are generally unfamiliar with how to finalize a
sale and deal with client objections and concerns. Closing requires a
lot of skill, because a salesperson must ensure that all the customer’s
needs and doubts are addressed. You will require a fair amount training
in this area. |
Customer Relationship Management (score 80)
| |
|
Knowledge of the technologies and methods used to manage relationships with clients.
|
|
According
to your responses, your knowledge of Customer Relationship Management
is excellent. Although not all companies adopt this over-arching
approach of putting the customer’s needs and wants as a top priority,
it would still be worth learning about what it involves, as well as its
benefits. The good news is that you can find a wealth of knowledge of
this topic on the Internet. |
Consultative Selling (score 46)
| |
|
Assesses the ability to help customers find a product/service that best suits their needs.
|
|
According
to your score, you have some the skills required for personalized
selling, but there’s still plenty of room for improvement. Consultative
sellers have a knack for assessing a client’s needs and helping them
find the product/service that would best serve them. This involves
exceptional knowledge of the products/services available, as well as
good relationship building skills, among other abilities. The good news
is that with experience, you will likely become comfortable with this
particular facet of sales. |
Relationship Building (score 52)
| |
|
Assesses the ability to build a rapport with clients and maintain a business relationship.
|
|
Relationship
building is a key factor in the success of a sales organization. After
all, it is much more profitable to improve business with existing
clients than it is to develop opportunities with new prospects. Your
skills are relatively good in this area, but they can still be further
developed. Individuals who are strong relationship builders not only
have excellent interpersonal skills, but they also have a real knack
for connecting with clients. It would be well worth the effort to
improve in this area. |
Resolving Objections (score 48)
| |
|
Refers to the ability to deal with and assuage client objections.
|
|
It
appears that you will likely have a little difficulty dealing with and
answering to client objections. If a prospect presents an argument
against purchasing your product/service, you may sometimes find
yourself at a loss for how to convince them of the benefits of what you
have to offer. Sales representatives must be “quick on their feet” and
possess good problem-solving skills in order to deal with these types
of situations. Self-assurance and flexibility are also key factors,
among others. Although learning to resolve client objections takes time
and experience, it would probably help if you prepared yourself ahead
of time for potential arguments a client may put forward. |
Negotiating (score 51)
| |
|
Ability to settle differences and disagreements, and obtain the best possible outcome for both parties.
|
|
Your
results indicate that your negotiation skills are satisfactory, but
still need some work. Not all clients will easily buy into what you
have to offer, and running into objections will likely occur often. The
ability to negotiate effectively is essential in the sales field. It is
essential to recognize when you need to sacrifice a little on your part
to make a client happy, and when to stick to your guns (obviously, this
also depends on the type of business you’re in as well). Working on
further improving your negotiating skills will definitely serve you
well. |
Questioning Skills (score 47)
| |
|
Use of questioning strategies in order to obtain key information about a client’s needs and resolve objections.
|
|
In
the sales process, the objective is to find out what a client’s needs
are, and how you can fulfill them. This is where good questioning
skills come in. You seem to have a basic grasp of how to do this, but
still need to further develop your abilities. Knowing the right
questions to ask and how to ask them is a crucial aspect of the sales
process, so it is highly advised that you work on brushing up in this
area. |
Positioning (score 51)
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Takes into account the ability to identify and adopt the most efficient way of dealing with a client.
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Knowing
what position and approach to take in the sales process is crucial. For
instance, clients who are tentative and unsure about a product/service
probably would appreciate a salesperson who empathizes with them and
helps resolve their doubts. A more straightforward, no-nonsense client
would likely prefer someone who’s a little more hard line and gets
straight to the point. The point is, positioning is one of the most
important aspects of the sales process and can mean the difference
between getting or losing a sale. Since your score is in the mid-range
in this area, there is still a lot of room for improvement. |
Getting Referrals (score 51)
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Ability to find and take advantage of prospect opportunities.
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Your
results indicate that getting referrals will likely prove to be
somewhat of a challenge for you but overall, you seem to have what it
takes to handle this aspect of the job. Taking advantage of
opportunities to obtain prospects is key to success. Naturally, some
sales representatives, especially those who are just starting out,
aren’t entirely comfortable with this part of their job. It requires a
certain degree of assertiveness, persuasiveness, initiative and good
communication skills, among other things. Perhaps your skill base is
centered a little more on the maintenance of business relationships
with existing clients. Nevertheless, learning how to obtain good
business referrals is one of those tricks of the trade that would
certainly be a good addition to your skills repertoire. |
Impression Management (score 0)
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Assesses whether test-taker responded to questions in a socially-desirable manner.
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This scale assesses to what degree the results on this test are
distorted or manipulated, and whether such attempts were conscious or
subconscious. Many people will try to present themselves in a better
light, especially if the stakes are high.
Your answers are compared to responses obtained from a large sample
of the general population. When someone systematically selects socially
desirable responses that are rarely endorsed by others, there is a good
reason to believe that a positive self-presentation bias is at play. A
score that is suspiciously high may indicate that you were lying, which
may invalidate the whole test.
There was little or no indication in your results to suggest that
you were lying or trying to present yourself in a favorable light.
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48
