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Sales Knowledge Report For Assessment Of: Robert Cooper Company: Acme Sales Company Assessment Date: 3/14/03 7:56:54 AM For More Information Please Contact: Saterfiel & Associates 344 Oak Point Dr. LaPlace, LA 70068 985-651-2819 saterfiel@att.net www.employment-testing.com |
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Achievement Tec, Inc.
Robert, you have an excellent understanding of the role having a positive attitude and good self-confidence plays in the selling process, and continually work to develop and maintain both. You understand the importance of being able to bounce back quickly from sales rejection and other obstacles you may face in sales, and are able to deal with difficult situations and customers, as needed. You have certain ethical standards you keep and have clearly defined, for yourself, what being successful means. You understand the selling process itself, and have a good understanding of your own strengths and weaknesses.
You have a healthy understanding of the importance of planning. You utilize planning tools to keep yourself organized, and generally have your priorities in line. Good time management is important to you, but you leave enough leeway to deal with interruptions or changes, when necessary. You spend a good amount of time planning, but not to the extreme. |
You have an understanding of the difference between a suspect and a prospect, and a reasonable knowledge of how to qualify a prospect. You understand the importance of qualifying the prospect and have some knowledge of the basic reasons people buy.
Robert, you have a strong understanding of the steps it takes to determine a prospect's needs or desires. You have developed solid methods of building rapport with a prospect and know how to recognize when rapport has been established. You have an understanding of the importance of relationship selling, as well as what drives the buyer to make the purchase.
You have an understanding of the five steps of the selling process, as well as a basic understanding of what effective selling incorporates. You understand the importance of maintaining control of the sales presentation and staying focused in your efforts.
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You have an advanced understanding of the difference between objections and excuses, and have formulated ways to overcome both. You realize why prospects pose objections and are prepared to deal with even those which are more difficult to overcome. You have an excellent understanding of how to close a sale. You may have had prior sales experience to draw on, and can generally analyze the underlying reason a sale may not close. You realize the importance of the trial close, as well as the role persistence plays in not giving up too easily.
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1 or 2 = Significantly below the optimum level of knowledge in this area of the process 3 or 4 = Indicates a need for the person to become more knowledgeable in this area 5 or 6 = Represents average knowledge level of the most reps in this area of the process 7 or 8 = Exceeds the knowledge level of most reps in this area of the process 9 = Knowledge in this area is significantly greater than that of most people |