PDQ Solutions Sales Assessment Test

An effective attitude to have on a sales call is that

I must educate my prospect about my company and its products.

My job is to convince my prospect that they need what we sell.

My pipeline is full and I don't need the business.

A good salesperson can sell anything to anybody.

When I hear a "no" from a prospect I

Feel that I have failed to do my job properly

Take it as a personal failure

Let it bother me more than I should

Put it behind me and move forward

To be successful in sales, the most important things to concentrate on are

Time management and product knowledge

Territory management, planning and closing skills

Positive mindset, goals and plans, and selling skills

Building trust, knowing your competition and closing skills

If I don't achieve my sales objectives the primary reason is often because

The goals have been set unrealistically high

I haven't done my job right

Our prices are too high

Our competition is too well entrenched

I have specific written plans to achieve each sales goal, and I review them frequently to monitor progress.

True

False

There never seems to be enough time in the day to accomplish everything.

True

False

Sales goals are less important than good closing skills.

True

False

The most correct order for effective selling is:

Qualify, present, then close

Qualify, get a commitment, then present

Build rapport, find the decision maker, present features & benefits, then close

Trial close, make a presentation, handle objections, then close

Features and benefits are important because they differentiate you from your competitors and create interest for the buyer.

True

False

The most effective way to take control of the sales process is to guide the discussion to your products and services as early as possible.

True

False