Client Follow Up - Angela Holloway

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Client FollowUp

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Hours

Client Follow Up Series

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Session Type
Marketing by
Sales Executive Evaluation
Sales Evaluation
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Email Enter your email address

Date Enter the date

Instructions - Please Read Carefully
 

SO YOU THINK YOU CAN SELL?

This evaluation consists of a series of straightforward questions designed to help us
understand some areas of your career-related preferences. The questions are interesting
and directly related to the training and development of direct sales personnel. None of
the questions are offensive or intentionally personal. Completing the questions should
only take about 40 minutes of your time but the results could be very important to us
both. They can help us determine how you would prefer to be trained in relationship to
the resources we currently have available to train-you.

IMPORTANT TO READ BEFORE STARTING TO FILL IN QUESTIONNAIRE

  • The entire questionnaire must be completed in one sitting

  • The questionnaire must be completed in a quiet place where you will not be
    disturbed

  • Work alone. Do not discuss the questionnaire or your answers with anyone
    while you are completing the questionnaire. We are interested in your
    preferences.

  • Answer every question. Do not skip any. There is no time limit so take as
    long as you need to complete the questionnaire. But try to answer each
    question as quickly as you can. Don't over-deliberate.

  • Try to avoid over-using "in between" answers. use them only when you really
    cannot commit to one of the alternatives, don't know the answer, or honestly
    don't care one way or the other.

  • Your name, email and date must be entered at the
    top of the evaluation form or your form will not submit correctly

  • When you have completed the questionnaire, click the "Submit" button

questionnaire
 
1. Do you think salespeople who come from backgrounds of wealth, prestige or power
are more likely to make sales to people of wealth, prestige and power than other
salespeople?

1. true 2. false

  2. If you just started in sales today, what percent of your first year's income do you
think would come from sales made to referrals (names of prospective buyers given to
you by your clients)?

1. None -- I am not comfortable asking my associates or present clients for the
names of people they know just so I could try to sell them something.

2. 1-10%
3. 11-20%
4. 21-30%
5. 31-40%
6. 41-50%
7. 51-70%
8. 71-90%
9. 91-100%

  3. If you asked people who know me, you would learn that I attend social gatherings
such as parties and community groups so I can "advertise" and promote my own
interests.

1. Yes, people who know me would probably say that about me
2. Yes, I do look forward to promoting myself at as many social gatherings as
     possible but the people who know me might not know that about me

3. No, the people who know me would say that I only promote myself at social
     gatherings to the extent that it is necessary to my work

4. No, to me using social contacts as a means to promote my business or career
     interests is deceptive and exploitative -- something that the people who know
     me would hopefully know I would not be comfortable doing


  4. If I were just starting out in sales today, I would prefer a sales training program
that encouraged salespeople to be non-intrusive as opposed to training programs
that insisted on teaching salespeople that they have to try to quickly close every
sale -- whether the prospect wants to buy or not.

1. very true 2. more true than false 3. more false than true 4. false

  5. In the sales department, Ralph sold more than Norm and Andrew. Norm sold more
than Andrew but not Paul. Therefore:

1. Ralph sold more than Andrew and Paul
2. Andrew sold more than Norm
3. Paul sold more than Andrew
4. I don't know and I don't want to figure it out
5. I don't know and I can't figure it out

  6. To be my best, I need the freedom to explore many interests -- not just one
1. True 2. False

  7. In your opinion, which element in the following list is the most important to success
in sales?



  8. (Check all that apply) The part of a sales career I dislike the most is:
1. Having to manage myself
2. Coping with the public's attitude about salespeople
3. Instability of income
4. Having to prospect for new clients
5. Not applicable: I don't really dislike any of those things


  9. If I had to:
1. I think I could sell a product even if I did not really believe in it
2. I still don't think I could (or would) sell a product I did not personally believe in


  10. In terms of my career ambitions, it is easier for me to identify with:
1. An athelete who sets a record
2. A salesperson who makes the "impossible" sale
3. A physician who provides quality care to the ill
4. A mechanic who can optimally tune an engine
5. A clergyman who can explain our struggles

  11. I would be uncomfortable trying to sell people in the following groups:

Ex-salespeople
Sales trainers
Other salespeople
Prospective buyers who have prestige and fame
Prospective buyers who have financial wealth and political importance
Prospective buyers who have numerous educational degrees
Prospective buyers in high level corporate positions


1. None -- I would not be uncomfortable trying to sell any of the people
listed above

2. I would be uncomfortable trying to sell people in one of the above groups
3. I would be uncomfortable trying to sell people in two of the above groups
4. I would be uncomfortable trying to sell people in three of the above groups
5. I would be uncomfortable trying to sell people in four of the above groups
6. I would be uncomfortable trying to sell people in all of the above groups


  12. (Check all that apply) Even though you might never actually say them as quoted
below, which of the following phrases would probably be the hardest for you to say
in a typical sales situation?

1. "Can I have your order now?"
2. "The price is...(naming the price)"
3. "Will you give me the names of some of your associates so I can also make
sales calls on them?"

4. None -- I don't think I would hesitate to ask for the order, name the price,
or ask for referrals


  13. In sales, do you think you would tend to be more comfortable prospecting for
new business on the telephone or face-to-face?

1. I would probably be uncomfortable doing either
2. I would probably be more comfortable prospecting face-to-face
3. I would probably be more comfortable prospecting on the telephone
4. I would probably be comfortable either way


  14. Is it easier for you to accurately "size up" others than it is for most people?
1. Yes -- I think I am probably somewhat more perceptive, and may have a more
refined "sixth sense" than most other people

2. No -- I think I am probably no better than average when it comes to sizing up
other people


  15. Do you spend more time:
1. Making new friends
2. Checking up on old friends

3. Neither

  16. As a salesperson, I would prefer a sales training program which:
1. Emphasized product knowledge over a "positive mental attitude"
2. Emphasized the importance of a positive mental attitude over product
knowledge


  17. How much time do you spend setting specific career
goals and planning how to accomplish them?



  18. Some salespeople believe that it's in their customer's best interest to insist that
they buy now -- even if the prospect does consider them intrusive or over-bearing.
What do you think?

1. I believe that salespeople should be encouraged to make as many sales as they
can as quickly as they can -- even if some of their prospects do think they are too
aggressive

2. I believe that salespeople should be trained to make sales presentations which
leave room for the prospect's judgement in the matter, and to avoid trying to close
the sale before their prospect understands the product's worth and is ready to buy


  19. I probably tend to get bored rather easily.
1. True -- and I probably need more excitement, stimulation and change in my career
than other people

2. False -- I'm not inclined to be bothered very often and probably don't require more
excitement, stimulation and change in my career then other people


  20. Do you tend to startle easily?
1. Yes 2. No 3. Uncertain

  21. Is it easy for you to engage others in conversation?
1. Yes 2. No

  23. If you were put on the spot, which could you probably do the best?
1. I could exaggerate something and probably make it seem much better than
it really was

2. I could recall something and probably describe it accurately and with
considerable detail


  24. As a salesperson, how many five-minute telephone sales calls designed to see a
valuable, but controversial product or service do you think you could make during a
normal eight-hour workday?

1. Very few, because making sales calls on the telephone would probably be
difficult for me

2. Probably not very many because I don't personally think that using the phone
to sell products and services would represent the best use of my talents or my sales
prospecting time

3. 10-20
4. 20-30
5. 30-40
6. More than 41

  25. If you just started in sales today, what percent of your first year's income do you
think would come from sales you made to friends?

1. None -- I am not from this area and ddo not yet have any friends here I could
make sales presentations to.

2. 1-10%
3. 11-20%
4. 21-30%
5. 31-40%
6. 41-50%
7. 51-70%
8. 71-90%
9. 91-100%

  26. Select from the list below the one thing you would most like to obtain from
your career.

1. An opportunity to use my special abilities and talents
2. An opportunity to earn a lot of money
3. An opportunity to be creative and original
4. An opportunity to obtain high social status and prestige
5. An opportunity to work more with people
6. An opportunity to be more self-managed
7. An opportunity to go into management
8. An opportunity to do new, exciting and different things
9. An opportunity to be of service to others

  27. If you were to work for a large organisation and were given a choice, which
area would you most like to work in?

1. Computers, Data processing
2. Training/Development/Personnel
3. Research/Development/Product design
4. Sales/Marketing
5. Legal/Administration

  28. Sam, Fred, Steve and Joe are super salespeople. Joe can outsell Steve and
Fred can outsell Joe. Steve can outsell Sam. Therefore:

1. Both Sam and Fred can outsell Joe
2. Joe can outsell Sam but not Steve
3. Joe can outsell Sam by more than he can outsell Steve
4. I don't know and I don't want to figure it out
5. I have tried, but I can't figure it out

  29. Do you think you express yourself better:
1. Writing
2. Speaking
3. Neither
4. Both about equally

  30. If you just started in sales today, what percent of your first year's income do
you think would come from sales you made to members of your family?

1. None -- no members of my family are available to sell due to distance or death
2. 1-10%
3. 11-20%
4. 21-30%
5. 31-40%
6. 41-50%
7. 51-70%
8. 71-90%
9. 91-100%

  31. I probably have a tendency to give up easily when faced with difficult or
frustrating problems.

1. true 2. false

  32. I probably tend to get bored rather easily.
1. No -- most probably realize that things have to get sold but would probably
prefer not having to deal with salespeople any more than they have to

2. Yes -- most seem to realize that things have to be sold and that salespeople
are only doing their job when they try to sell their goods and services


  33. What in your judgement, is the outlook for a salesperson with a negative attitude?
1. It will probably keep him/her from succeeding regardless of talent, ability or drive
2. It probably won't make a significant difference one way or another


  34. Do you think salespeople today are:
1. Respected more than in the past
2. Respected less than in the past

3. Respected about as much as they have always been

 

35. Most people contemplating a career in sales or already in sales, know something
about the traits associated with success in sales. Which of the following success-
related traits are you familiar with?

Honesty       Dedication       Self-Discipline       Loyalty       Stability
Assertiveness       Perceptiveness       Judgement      Empathy        Psychofluent
Self-Confidence       Psychodemographic       Psychosynthesis        Ego      
Frustration tolerance

1. I know, am familiar with, or at least have heard or read about all of these
     traits before

2. I only recognise some of them
3. I don't recognise any of them and I don't remember ever hearing them before


  36. Some people think that to succeed in sales you have to be aggressive. What do
you think?

1. Probably true -- realistically, to succeed in sales you must be prepared to present
yourself and your products or services forcefyully, although forceful presentations may
not be required all the time

2. False -- worthwhile products and services rarely need aggressive presentations
to sell them because they are usually able to sell themselves

3. Uncertain but I am inclined toward answer "1"
4. Uncertain but I am inclined toward answer "2"

  37. How important is it to you to have a positive attitude?
1. I think it is very important -- even necessary
2. I think it's nice but probably not really necessary
3. I don't care much one way or the other
4. Under some circumstances, I think it could be harmful

  38. If you just started in sales today, what percent of your first year's income do
you think would result from sales presentations you made to people of wealth,
prestige or power?

1. None -- I don't know anyone of wealth, prestige or power and don't anticipate
meeting anyone like that

2. 1-10%
3. 11-20%
4. 21-30%
5. 31-40%
6. 41-50%
7. 51-70%
8. 71-90%
9. 91-100%

  39. Generally, I am relaxed and a ease when speaking before groups.
1. True
2. More true than false
3. More false than true
4. False

  40. With proper training ans support, I probably could learn to be much less cautious
and hesitating.

1. True, I probably could
2. False, I am not over-cautious to begin with


  41. Do you tend to feel more timid than usual when you are in the presence of people
you consider your superiors?

1. Yes
2. No


  42. When attending a seminar, worshop or meeting where an alleged "expert" speaker
is presenting incorrect or misleading information, do you make any effort to correct
the situation?

1. Yes -- I think it is important for the frouop to get the right information even if
the speaker is supposed to be an expert -- so I will usually ask sharp-edged questions
or subtly challenge him/her in other ways

2. Yes -- I think it is important to make my position known but I would ususally
wait until after the presentation is over to do it

3. No -- I usually don't say or do anything because I could be wrong and even if
I am right I am not responsible for what other people choose to agree or disagree with


  43. If you just started in sales today, what percent of your personal friends would you
try to make sales presentations to during the next four weeks?

1. None -- because none of them live in this area
2. 0-20%
3. 21-50%
4. 51-100%

  44. Most people know me as someone who will doggedly stay with a difficult project
or task until it is finished.

1. True
2. False


  45. If you checked, you would find that after I meet new people:
1. I tend to forget their names but remember their faces
2. I tend to forget their faces but remember their names
3. I tend to forget both their names and their faces
4. I usually remember both their names and their faces

  46. I can be effective one-on-one but may be uncomfortable in front of groups.
1. True
2. False


  47. In your judgement, how does the training of salespeople compare with the public's
perception?

1. Most salespeople actually receive more training than the general public realises
2. Most salespeople actually receive less training than the general public realises

3. Salespeople receive about as much training as the general public thinks they do

  48. Is it easy for you to remember jokes?
1. Yes -- I can remember quite a few when I try
2. No -- I don't seem to be able to remember jokes

  49. If I were to begin a career in sales today, my family and friends would view my
career choice as a move "up"?

1. True. Most would see it as an upward move and a good opportunity for me
2. Uncertain

3. False. Some of my family and friends don't think very highly of the sales
profession although most would probably be supportive of my career choice anyway


  50. People that know me would say that I:
1. Would probably even make sales calls on members of my own family
2. Would probably be uncomfortable making sales calls on members of my own family
3. Would probably choose not to make sales calls on members of my own family
4. My family is not accessible due to death and/or great distances

  51. Some people commit themselves to long term goals and then work single-mindedly
toward them. Other people set more tentative long term goals and place more emphasis
upon smaller, more immediate rewards. Which of these approaches is most like you?

1. I prefer small, but frequent rewards to help keep me ontrack to my longer
term goals

2. I try to stay focused on my long term goals and to keep things from distracting me or getting in the way

  52. How uncomfortable would you be selling products or services by telephone to
people who did not know you and who were not expecting you to call?

1. Very uncomfortable -- I am not sure I could do it
2. Uncomfortable -- I would be uncomfortable but I could probably force myself to
do it if it was necessary

3. Uncomfortable -- but I could probably learn to do it easily once I was trained and
made up my mind to do it

4. Comfortable -- which you could verify by observing me actually using the
telephone to solicit new business


  53. If Barbara's daughter is my daughter's mother, what am I to Barbara
1. Grandmother
2. Mother
3. Daughter
4. Grandaughter
5. I am Barbara
6. I don't know and I don't want to figure it out
7. I have tried but I can't figure it out

  54. If I were to ask the people you work with, would they say you compliment other
people:

1. Rather often because you like to be supportive and encouraging
2. Somewhat rarely because you encourage excellence and believe that honest
feedback is more valuable than frequent encouragement for less-than-optimal
performance


  55. Do you actively seek out opportunities to speak in front of groups?
1. Yes I do, but I can't prove it
2. Yes I do and I can prove it by the number of presentations I have made
3. No, not anymore than I have to because I do not enjoy speaking before groups
4. No, I am uncomfortable speaking before groups so I don't go searching for groups
to make presentations to


  56. When interviewing for a job, do you try to appear:
1. More composed, self-controlled and organised
2. More energetic, responsive and enthusiastic

  57. On average, do you think you probably take longer to make business decisions
than most people?

1. Yes 2. No

  58. People who know me best would say that when I am in an elevator, airplane, or
similar situation, I tend to wait for other people to initiate conversation first.

1. True. People who know me would say that I wait for others to speak first
2. False. People who know me would say that I don't hesitate when it comes to
starting a conversation with someone --even if I don't know them

  59. People who know me will probably say that the part of a sales career I would enjoy
most is:

1. The servicing part of the sales career where the salesperson gets to actually
see his clients benefit from using the product or service he or she sold them

2. Getting out and regularly meeting and talking to a variety of new people, while
prospecting for new business
3. The "teaching" part of the sales career where the salesperson gets to explain
important benefits about his/her product or service to his/her client


  60. I like to dabble in many things.
1. True 2. False

  61. Given the way I am now, if I were starting a career in sales I would prefer a professional sales training program that:
1. Does not require salespeople to telephone or visit prospects who do not wish
to be contacted

2. Assertively teaches salespeople not to be timid when it comes to contacting
prospects


  62. Many salespeople ask their present clients and their personal contacts for the names
of people they can call on to make sales presentations to. If you were to ask the people
you know (clients of yours if you are presently in sales) for the names of referrals,
how many do you think would actually give you one or more names to call on?

1. Very few
2. Uncertain
3. Quite a few

  63. Do you ever get angry with yourself for not speaking up when it is important for you
to do so?

1. No -- I always try to say what's on my mind
2. Sometimes -- I probably hold back when I shouldn't
3. Yes -- I probably hold back more than I should and then get mad at myself for
doing so


 

64. In a sales role, how many of the following groups of people would
probably be hard for you to make sales presentations to?

Your friends       Any nearby relatives       Past and present business associates
Professionals in the community (such as accountants, lawyers, physicians)
Acquaintances       Complete strangers ("cold called" on phone or in person)      
Others

1. Does not apply: I can/will/do call on all of them
2. One group above
3. Two of the above groups
4. Three of the above groups
5. Four of the above groups
6. Five of the above groups
7. Six of the above groups

  65. Does your business car
1. Standard state-issued license plates
2. Personalised licensed plates

 

66. Most people contemplating a career in sales or who are already in sales pursue
their career interest by reading books or listening to CD's on subjects related to their
career. Which of the following high profile figures associated with the profession of
sales are you familiar with?

Dale Carnegie       Larry Wilson       Zig Ziglar       Tom Hopkins       Joe Girard
Mary Kay Ash       Norman Vincent Peale       Denis Waitley       Tony Robbins
Robert J Ringer       Vanita Van Caspel       John Nusinger

1. I know, am familiar with, or at least have heard or read about all of these
     names before

2. I only recognise some of them
3. I don't recognise any of them and I don't remember ever hearing them before

  67. Do you tend to feel self-conscious when in the presence of famous, wealthy or
important people?

1. Yes
2. No

  68. Keeping my mind on my goals and priorities may be more difficult for me than it is
for other people.

1. True
2. False

  69. People who know me would say that I:
1. Would probably even make sales calls on members of my own family
2. Would probably be uncomfortable making sales calls on members of my own family
3. Would probably choose not to make sales calls on members of my own family

  70. Which of the following, in your judgement, would probably be most valuable to a
salesperson:

1. A big, well-qualified prospect list
2. A "hot" new product to sell

  71. Before I could do my absolute best in sales, I would probably need some additional
training in the following area:

1. How to psychologically size up my prospective clients better
2. Learning how to be more comfortable in front of groups
3. Reacting better to difficult people
4. I don't need additional training in any of the above areas

  72. Would you be uneasy or self-conscious if your were asked to start a group
discussion among a group of 21 people you did not know?

1. Yes, I would probably be very uncomfortable
2. Yes, I would probably be somewhat uneasy about it
3. No, I probably wouldn't be uneasy about it at all

  73. I personally don't like being intruded upon by salespeople, and therfore would --
if I were in sales -- appreciate a professional sales training program which recognised
that when people say "No" to a salesperson they generally mean "No."

1. True
2. Uncertain
3. False

  74. My life tends to be full of change because I choose to make it so.
1. True
2. False

 

75. Most people contemplating a career in sales or who are presently in sales pursue
their career interest by reading books or listening to CD's on subjects related to their
career. Presuming you do the same, how many of the following sales-related concepts
are you familiar with?

Prospect       Client       Cold Call       Selling Style        Commissions
Target Market        Negotiator        Consultative Selling       Client Centered
Reactivator        Motivator        Seminar Selling        Hustle Factor

1. I know, am familiar with, or at least have heard or read about all of these
     words before

2. I only recognise some of them
3. I don't recognise any of them and I don't remember ever hearing them before


  76. Look for a pattern and fill in the missing term:
1. N
2. O
3. P
4. Q
5. R
6. I don't know and don't care to figure it out
7. I have tried but I can't figure it out

  77. If I were starting in sales today, I would need a sales training program which
included a special section designed to help me learn how to tactfully make sales calls
on my personal friends.

1. True, because as it is now, I would not be very comfortable making sales calls on
my own friends even though I don't think I would have much trouble once I was
properly trained

2. Uncertain, because I am not really sure that it is ever really appropriate or
desirable for a salesperson to try to sell his or her own friends

3. False, because I don't intend to make sales calls on my own friends and would
probably resist any efforts to have me do so


  78. If you had a choice, who would you most like to spend some time with?
1. A highly productive salesperson
2. A talented scholar or teacher
3. A world renowned writer or musician
4. A famous entertainer

  79. My interests tend to change rapidly.
1. True 2. False

  80. Personally, I am not very comfortable with aggressive salespeople and think that
sales organisations should reward their salespeople more for the quality of the service
they provide and less for the quantity of sales they close.

1. Very true 2. More true than false 3. More false than true 4. Very false

  81. I have to frequently fight against showing how shy I really am.
1. True 2. False

82 82. Personally, if you were in sales, which would you consider the hardest situation to
deal with? (If you are presently in sales, which situation would be hardest for you to deal
with now?)

1. A rude, abusive prospective client
2. A time-consuming law suit
3. A support person (sales manager, spouse, business partner) with a perpetually
negative attitude

4. A client who thinks all salespeople are dishonest

  83. As a salesperson, I would probably most like to be known in my community as:
1. A serious student of my business who is respected for his/her professional
knowledge and training, and who could be trusted to keep current on important changes
that affect my product and my clients

2. A visible, accessible member of my community who always did the best he or she
could, and who was always there when needed


  84. If you just started in sales today (or start over today if you are already in sales),
what percent of your first year's income would you estimate would come from seminar,
party or other sales presentations made in front of groups of prospects?

1. Probably very little because I would not be very comfortable making sales
presentations to groups

2. 5-10%
3. 11-20%
4. 21-30%
5. 31-50%
6. 51-75%
7. 76-85%
8. 86-95%
9. 96-100%

  85. Which of the following books do you spend most of your personal reading time with?
1. Fiction
2. General business, "How to" self-help, self-improvement
3. History/biography, military, political
4. Science
5. Exposes
6. Poetry
7. Philosophy, religion
8. Current events
9. None, I don't spend much time reading

  86. If you were in sales, which of the following methods would be the hardest for you to
use to get new business? (If you are presently in sales, which would be the hardest for
you to use now?)

1. Teaching a seminar ("seminar" selling)
2. Holding a party ("party sales")
3. Asking people you know for names of people they know so you can make sales
calls on them

4. Asking your personal friends or immediate family members to make contacts on your
behalf

5. Writing an effective sales brochure
6. None -- I could probably do all of the above without too much difficulty
7. Uncertain

  87. Which activity do you enjoy the most?
1. Socializing with others
2. Reading and learning
3. Relaxing, watching movies or TV
4. "Recharging" by being alone
5. Making something with my hands

  88. How many self-improvement, academic, or business courses have you attended
during the past two years?

1. One
2. Two
3. Three
4. Four
5. Five or more
6. None
7. Many -- I am presently a student or graduated within the last two years

  89. People who know me would say that I:
1. Would probably even make sales calls on my own friends
2. Would probably be uncomfortable making sales calls on my friends but would do it
anyway if I had to

3. Would probably choose not to make sales calls on your own friends

  90. How motivated are you to succeed in sales?
1. Very motivated
2. Motivated
3. Somewhat motivated
4. Not very motivated to succeed in sales
5. Not motivated at all to succeed in sales

  91. How many group presentations of all types have you actually made in the last six
months?

1. None
2. 1-5
3. 5-10
4. More than 10

  92. Some people do not think very highly of salespeople. Without disputing the validity
of their position, estimate how many people probably hold this view.

1. Most adults, except those actually in sales
2. One of every three adults
3. One of every five adults
4. One of every seven adults
5. One of every ten adults
6. One of every twenty-five adults

  93. Which do you agree with most?
1. Most people don't take their careers seriously enough
2. Most people take their careers too seriously

  94. Do you frequently talk to people you do not know?
1. Yes -- I'll talk to anyone
2. No -- it seems harder for me than most people to engage someone I don't know
in conversation


  95. If you followed me around, you would soon discover that I look forward to social
gatherings where I have the opportunity to mingle with people and promote my personal
interests (career, products/services etc.)

1. True -- I look forward to attending such meetings and try to find ways to promote
myself and my personal interests

2. False -- I attend social gatherings, but I would probably not bring up my personal
interests unless I was asked first

3. False -- Only salespeople do that, and I am not in sales and I have no intention
of ever going into sales


  96. Consider this situation: You are in sales. You know there are some gaps and possibly
some minor errors in your sales presentation. How important is it to you to make sure
that they get corrected before you give your next sales presentation?

1. It's important, but personally, I would not let a few imperfections interfere with
presentations I already have scheduled

2. To me, it's very important to get it right and to do it right--even if I have to do
some re-scheduling


  97. If you started in sales today, what percent of your own family members would you
try to make sales presentations to during the next four weeks? (If you are presently in
sales, what percent of your own relatives would you try to make sales presentations to
within the next four weeks if you started over today?)

1. None -- because none of them live in this area
2. 0-20%
3. 21-50%
4. 51-100%

  98. Most sales training programs are designed to help salespeople deal with some of the
challenges they encounter as they market their products and services. As a salesperson,
indicate which of the following training programs you would most like to have access to
at this present time?

1. Training designed to teach me how to avoid making prospective buyers feel so
intruded upon when I contact them in person or by phone to make a sales presentation

2. Training designed to prevent my sales prospects from doubting or questioning
my competence

3. Training designed to help me reduce the suspicion many people seem to have about
the character and motives of salespeople

4. None of the above
5. All of the above -- I could use some help in all those areas

  99. If you asked most people who know me, they would tell you that I am a hard,
steady worker.

1. Probably most would say that
2. Probably some would say that
3. Probably only a few would say that

 

100. Most people contemplating a career in sales or who are presently in sales almost
have to be "intuitive psychologists" to understand their prospects and clients. Many
spend a considerable amount of time reading books and listening to CD's on the subject.
Assuming you do the same, how many of the following psychological terms are you
familiar with?

Unconscious       Libido       Subliminal       Psychoanalysis       Psychotherapy
Instinctive       Interpersonal       Peer pressure      Preceptory

1. I know, am familiar with, or at least have heard or read about all of these
     words before

2. I only recognise some of them
3. I don't recognise any of them and I don't remember ever hearing them before

  101. Supersalesman, John, is rushing to a hot sales appointment in the country. He is
low on fuel as he motors up to a stop sign. He can get to his destination by making
either a left or a right hand turn. But if he turns either left or right at the stop sign he
will surely run out of fuel before coming to the next service station. he has already gone
too far past the last service station to turn back. He sees no service station ahead of him.
Therefore, what is going to happen?

1. John may run out of fuel
2. John is going to run out of fuel
3. John should not have taken this route
4. I don't know and I don't care to figure it out
5. I tried to figure it out but can't

  102. The part of the sales career which would bother me the most if I had to do it
right now would be:

1. Having to speak in front of groups
2. Having to explain what I do to people who think all salespeople are dishonest
hustlers


  103. There have been many times when I could see right through phonies and couldn't
understand how other people could let themselves be taken in.

1. True -- There have been many times when I have felt that way
2. False -- I'm somewhat gullible and some people have taken advantage of me

  104. I tend to get all worked up about something and then lose interest in it after a
short while.

1. True 2. False

  105. As a salesperson, suppose you were given an additional product to sell which could
be sold entirely by telephone. The commissions you would earn for each sale would be
identical to the other products you sell. What percent of your total sales income over
the next 12 months do you think would come from selling this product?

1. None -- I would probably be too uncomfortable making sales calls on the telephone
2. 1-20%
3. 21-30%
4. 31-40%
5. 41-50%
6. 51-60%
7. 61-70%
8. 71-90%
9. 91-100%

  106. People who know me best would say that I am:
1. Someone who is driven by clear-cut goals and ambitions
2. Uncertain
3. Someone who is always open to new, un-planned-for opportunities

  107. In a few words, describe your ideal sales position:


  108. Did you make an effort to do your best and to answer the questions as honestly
as you could?

1. No, I did not try as hard as I could have, or I did not answer some of the
questions as honestly as I could have

2. Yes, I tried my best and answered as honestly as I could

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