The following are questions taken from the Sales Success Profile, a sales skill test developed by Las Vegas based Lousig-Nont and Associates. The Sales Success Profile is the only sales test on the market based on assessing actual selling skills, not personality. To find out how skilled you are in the profession of sales, take the following quiz. You may be surprised by the results.

	Why do people buy things? (You may tick more than one answer)
1.	Keep up with the competition.
2.	To improve their self-image.
3.	Keeping up with the Jones'.
4.	Pride of ownership.
5.	To make their company operate more efficiently.
6.	They simply need it.

	When you ask a "closing" question, you should immediately:? (Tick only one answer)
1.	Summarise all the key features quickly to refresh their memory before they say "No".
2.	Ask if you did a good job in presenting the product.
3.	Ask if the product is out of their price range.
4.	Re-emphasise quickly that this is the best product for the price on the market.
5.	Say you will leave to give them a few minutes to consider their answer.
6.	Shut up.

	Usually when a person is ready to buy a product, they give you "buying signs", instead of just saying they are ready to buy. Being able to recognise "buying signals" helps you know when to close. Which one of the following are examples of buying signals? (You may tick more than one answer)
1.	They ask more questions, and ask more technical questions.
2.	They say they are going to seriously consider your product.
3.	They talk about things that would happen if they owned your product.
4.	They ask if you could demonstrate the product one more time.
5.	They check to see if they have brought enough money.

	A prospective client says the home you have just shown her and her husband is exactly what they have been looking for. She says the home has all the features they want, and they are impressed with the quality of the construction. However, the linen closet is not as big as in most homes they have looked at. What would you say?  (Tick only one answer)
1.	"The other homes you have seen are not built nearly as good as this one."
2.	Simply ignore the comment and continue to point out the other positive features this home offers.
3.	"The first concern of our architects was to design this home for years of enjoyment."
4.	"On what will you base your final decision to own a home, the linen closet or the overall features, and quality of the construction of the home itself?"
5.	None of the above.

	The very best source of new clients is:  (Tick only one answer)
1.	Individuals who have expressed an interest in your product or service by calling or writing.
2.	People who have bought similar products from your competitors.
3.	Advertising and public relations articles
4.	Clients who may have been dissatisfied with your products in the past.
5.	Qualified referrals from satisfied clients.

	When a prospect responds to an ad by calling on the phone, the salesperson’s primary goal should be to: (Tick only one answer)
1.	Attempt to qualify the caller.
2.	Get an appointment to meet the prospect.
3.	Find out what the caller in interested in.
4.	Determine if they have enough money to buy the product they are interested in.
5.	Find out other people the caller may know who might be interested in the product.

	Please indicate which of the thing(s) below would be helpful for a salesperson in building positive client relationships. (You may tick more than one answer)
1.	Send every client a "thank you" note.
2.	Handle client problems fast.
3.	Return your clients’ phone calls immediately.
4.	Keep every promise you make.
5.	After the sale, keep reminding the client how much better your product is than the competitors’.
6.	After the sale, keep in touch with the client.

	During a presentation, if you are asked a question you don’t know the answer to, you should: (You may tick more than one answer)
1.	Ask, "Why? Is that important to you?"
2.	Bluff your way through; otherwise they will lose confidence in you.
3.	Tell them what you think they want to hear.
4.	Say, "Sorry, I don’t know, but I will find out."
5.	Say, "That’s a very good question."