Sales Team Assessment Form

Name

Email Address

Contact Number

Company

What products and services do you sell?

What market segments do you sell into?

What do you consider to be a small, medium and large order (in £ notes value)?

How many calls per month do you think is the correct amount for your job role?

Name three competitors and their strengths as you see them:

When should you set your objective for the sales call? When should you set your objective for the sales call? The day before you make the call When you leave the last call Just before you get out of the car In the Office a week earlier

When should you make the appointment for? When should you make the appointment for? To fit in with your journey plan To suit the customer A mutually agreed time When you are next in the area

Which of the following do you think is most important? Which of the following do you think is most important? Personal Objective Secondary Objective Company Objective Primary Objective

What do you feel is the most important of the following, to plan for? What do you feel is the most important of the following, to plan for? Questions Key features Introduction Likely objections

When making your introduction, what do you feel is the most relevant? When making your introduction, what do you feel is the most relevant? Sell yourself Sell the sales call Your appearance is appropriate Come across in a clear and concise manner

Choose an open question from the following: Choose an open question from the following: Are you the buyer? How often do you buy? Where would you like the products to be delivered? Do you make all the decisions?

Choose a closed question from the following: Choose a closed question from the following: Do you operate in other European countries? Can I have an order number to cover this product? When will you be in a position to place an order? Who else do we need to involve in this project?

To find out relevant information, you have asked the following questions. Which one is the closed question? To find out relevant information, you have asked the following questions. Which one is the closed question? Tell me about your role in the company and what it involves What is the company's turnover? Can you give me a list of your suppliers? Who are your competitors?

Which of the following is a feature of a white board marker pen? Which of the following is a feature of a white board marker pen? It has a red top It fits neatly in your shirt pocket The manufacturer's name is on the pen It writes both thin and thick

Which of the following is a benefit of a white board marker pen? Which of the following is a benefit of a white board marker pen? The top fits on the back of the pen The pen has a flat bottom The ink has a strong odour It fits neatly in your hand

Which of these are link phrases between features and benefits? Which of these are link phrases between features and benefits? Ending up as Which means that Which enables Gives power to

Which of the following is a buying signal? Which of the following is a buying signal? Do you do them in red? Tell me about yourself? Are you open on a Saturday? How long has your company been at its present site?

Which of the following are recognised closing methods? Which of the following are recognised closing methods? Trial Obtuse Sharp angle Circular

'Do you want 10 or 15' is which of the following closes? 'Do you want 10 or 15' is which of the following closes? Summary Assumptive Concession Alternative

When your customer is unsure of what they are saying which of the following body language traits will they show? When your customer is unsure of what they are saying which of the following body language traits will they show? Arms folded Legs crossed Hand over their mouth Leaning back, hands behind head

What do you enjoy most about selling? What do you enjoy most about selling? The chase Job security Relationship with customers The freedom

You are selling into a solicitor's practice. Which of the following is an irrelevant benefit? You are selling into a solicitor's practice. Which of the following is an irrelevant benefit? We are open 24hrs per day We deliver at weekends We sell quality products We are flexible in our approach

Which of the following is a unique selling point? Which of the following is a unique selling point? We hold a lot of stock We deliver anywhere in the UK We are the only company to have this facility You can have it in any colour you like

Who do you prefer to call on? Who do you prefer to call on? The receptionist Financial Director Anyone at the company The buyer

Which of the following do you prefer? Which of the following do you prefer? Commitment Order Enquiry Contract