We would like to conduct an aptitude test for Sales Force, does anyone have a format of questions for such a test.
From India
From India
Dear member,
There is no specific test to check the IQ of the salespersons. Therefore, you can download something from the internet and use them. However, while designing the test, please keep in mind the education level of the job applicants, the language of the test etc. If you are going to hire non-engineering job candidates, then don't use the tests used for engineering students.
During my days as Training Manager, I was also involved in recruitment. I had designed the aptitude test. I had observed that those who score better on the IQ test have higher take-off level in the training.
Earlier, I had given an exhaustive reply on the subject. You may click the following link to refer to it:
https://www.citehr.com/633116-why-ap...ml#post2474793
Thanks,
Dinesh Divekar
From India, Bangalore
7881There is no specific test to check the IQ of the salespersons. Therefore, you can download something from the internet and use them. However, while designing the test, please keep in mind the education level of the job applicants, the language of the test etc. If you are going to hire non-engineering job candidates, then don't use the tests used for engineering students.
During my days as Training Manager, I was also involved in recruitment. I had designed the aptitude test. I had observed that those who score better on the IQ test have higher take-off level in the training.
Earlier, I had given an exhaustive reply on the subject. You may click the following link to refer to it:
https://www.citehr.com/633116-why-ap...ml#post2474793
Thanks,
Dinesh Divekar
From India, Bangalore
Dear Member,
If the test is for an established salesforce, then a “test” is unnecessary, for you already know their strengths and weakness, therefore, you need to concentrate on providing further training in the areas of weakness.
If the “test” is for new hires, then you need to establish their selling style.
To be consistently effective and successful at undertaking sales activity, there needs to be a balance between two factors. A desire to obtain orders and a need to build effective relationships (essential for repeat orders).
Obtaining orders involves effectively:
Gaining the buyers attention;
Selling specific and relevant benefits;
Overcoming objections;
Closing the sale.
Building relationships involves:
Careful listening;
Establishing the buyers specific need;
Building rapport;
Paying attention to the buyer’s feelings.
I won’t give you a list of questions to ask, but point you in the direction of the internet, where there are hundreds to choose from or better still work with a trainer to design the questions according to your requirements.
Remember, you are trying to find out which way does the salesperson lean towards, i.e. are good at taking orders only, or good at sales, or good at relationship building, etc.
I hope the above helps.
Regards
Harsh
From United Kingdom, Barrow
If the test is for an established salesforce, then a “test” is unnecessary, for you already know their strengths and weakness, therefore, you need to concentrate on providing further training in the areas of weakness.
If the “test” is for new hires, then you need to establish their selling style.
To be consistently effective and successful at undertaking sales activity, there needs to be a balance between two factors. A desire to obtain orders and a need to build effective relationships (essential for repeat orders).
Obtaining orders involves effectively:
Gaining the buyers attention;
Selling specific and relevant benefits;
Overcoming objections;
Closing the sale.
Building relationships involves:
Careful listening;
Establishing the buyers specific need;
Building rapport;
Paying attention to the buyer’s feelings.
I won’t give you a list of questions to ask, but point you in the direction of the internet, where there are hundreds to choose from or better still work with a trainer to design the questions according to your requirements.
Remember, you are trying to find out which way does the salesperson lean towards, i.e. are good at taking orders only, or good at sales, or good at relationship building, etc.
I hope the above helps.
Regards
Harsh
From United Kingdom, Barrow
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