Title
Academic Assistant
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Account Manage South Florida Dis
Account Manager Sales South Florida District
Account Manager Worldwide Services South Florida District
Administrative Manager
Administrator / RN
Administrator BA-Inter. Pol. Business Enterpreneur Polyglot
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attorney t law
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DR
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MISS
MR
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MS
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Cell Phone Number *
Professional Title
What professional training program(s) have you completed? *
What industry best represents your area of experience and or expertise? *
-- Please select --
Agriculture
Grocery
Accounting
Health Care
Advertising
Internet Publishing
Aerospace
Investment Banking
Aircraft
Legal
Airline
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Apparel & Accessories
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Beverage & Tobacco
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If Other, please enter the description:
If hired, when can you start working? *
What do you consider to be your top three qualities from the following list? *
- Strong Leadership
- Effective Management
- Extraordinary Initiative
- Technical Expertise
- Team Player
- Strong Motivator
- Sales Performance
- Unique Attention to Detail
- Effective Problem Solving
- Innovation and Creativity
Which three sales characteristics are you MOST passionate about? *
- Maintaining Existing Customers
- Finding and Converting New Customers
- Resolving Service Issues
- Cold Calling on the Phone
- Cold Calling in Person
- Solving Billing Problems
- Developing Customized Solutions
- Building Relationships with Customers
- Attending Networking Events
Which three sales characteristics are you LEAST passionate about? *
- Maintaining Existing Customers
- Finding and Converting New Customers
- Resolving Service Issues
- Cold Calling / Telesales
- Cold Calling in Person
- Solving Billing Problems
- Developing Customized Solutions
- Building Relationships with Customers
- Attending Networking Events
If you could spend 100% of your sales activity on one specific characteristic described above, which one would you select? *
Please describe 2-3 ways how an employer will benefit by having you join their team. *
How many years of experience do you have in this industry?
-- Please select --
No Experience
1 Year or Less
2 - 3 Years
4 - 5 Years
6 - 10 Years
11 - 19 Years
20 - 29 Years
30 Years or More
What language(s) do you speak fluently? *
- English
- Spanish
- Italian
- Creole
- Chinese
- Portuguese
- German
- French
- Russian
What is the highest level of education that you have completed? *
-- Please select --
- High School
- Technical Certification(s)
- Associates
- Bachelors
- Masters
- Doctoral
Regarding the frequency of overnight travel, what are you willing to accept? *
- No Overnight Travel
- Once a Year
- Every 6-12 Months
- Quarterly
- Monthly
- Weekly
- Daily
Which compensation package are you looking for? *
-- Please select --
- Hourly Wage Only
- Hourly Wage + Insurance
- Hourly Wage + Insurance + Benefits
- Commission-only
- Commission-only + Insurance
- Commission-only + Insurance + Benefits
- Salary + Insurance
- Salary + Insurance + Benefits
- Salary + Insurance + Benefits + Bonuses
- Salary + Insurance + Benefits + Commissions + Bonuses
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SALES ASSESSMENT: 1. The President and his VP's walk into the hallway. They appear to be leaving. If another speaker immediately begins the next session, what would you do? Select your top two action points for implementation. *
- Approach key executives from the company after the event and ask for the decision-maker in your particular area of interest.
- Note the name of the President and send him a card expressing your appreciation of his speech.
- Wait until after the event to approach key executives and introduce yourself.
- Follow the President into the hallway
- Introduce yourself and try to secure an appointment as soon as possible.
- Send key staff an e-mail after collecting their business card at the end of the event to thank them for participating.
2. Your boss asks you to start connecting with new customers. You're recovering from a broken leg and can't visit customers for at least four weeks. What would you do? Select your top two action points. *
- Explain to your boss that you will research potential customers and get back in the game as soon as you recover.
- Join more social media sites and expand your connections within each site. Send introductions to these prospects and begin to track your progress.
- Do nothing and simply recover.
- Begin contacting your existing customers and start filling your calendar for next month.
- Contact your customers and ask them for referrals. Build a new list of potential customers and begin scheduling appointments for the next month.
3. Select the best answer. Connecting with new customers on a regular basis is... *
- Something sales professionals need to consider.
- Overrated
- Good for new sales professionals.
- Essential to growing your sales consistently.
- More work than it's worth.
4. True or False. Connecting with customers means to establish communication in a way that is relevant to their business. *
- True
- False
5. True or False. As long as I reach out and make contact with my customer, the method I use really doesn't matter. *
- True
- False
6. Select the best answer. My communication methods should align with those of my customer.
*
- Always
- Often
- Sometimes
- Ocassionally
- Never
7. You to attend a trade show where businesses have an opportunity to display their products and services. None of the businesses represented represent your target market. What would you do for two hours? Select your top two answers. *
- Walk around and educate yourself on the industries represented.
- Meet as many people as possible and collect their business cards.
- Find a quiet spot and catch up on other work.
- Meet as many people as possible
seek to understand their business and probe for potential referrals for your business.
- Grab all marketing materials as possible and read them in the lobby.
8. How often do you ask those you know for help with customer referrals? Select the best answer that represents your style. *
- Always
- Very Often
- Sometimes
- Occassionally
- Never
9. When you contact prospective customers for the very first time and they do not respond to your voicemail, text or e-mail, which answer best represents your next move? Select the best answer. *
- I contact them several times until I can get an appointment. Contacting customers for the next sixty days is not uncommon for me.
- I leave them another voicemail or text and then I stop
- If they don't respond to my first attempt I don't pursue them any further.
- I send them a card in the mail and wait for them to respond.
- I fax or e-mail our month's specials directly to their main office.
10. When working with a complex sale, one that requires extensive creativity and a innovative thinking, what do you do? Select the best answer. *
- I would research the customer as much as possible to better understand their buying patterns.
- I would stick to what has worked in the past and increase my intensity.
- I would speak with my pricing department to see how much further I could decrease my price.
- I would gather a few experts...some within the company and some outside the company to provide them with the facts and ask for their expert feedback.
- I would spend more time at the customer to better understand how to respond to this challenge. I would expand my internal champions and ask more questions over the next few weeks.
11. You've finished your appointment with your customer. You don't know everyone yet in the office. You have an extra 30 minutes to spare. What two things would you do next? *
- Spend time confirming tomorrow's appointments inside my car.
- Arrive early at my next sales call.
- Contact the office to see of they need help with anything.
- Relax and let my customer know that I still have more time available for our meeting. Probe for new areas of opportunity.
- Ask my customer to help connect me with others within his company who will be impacted as a result of integrating my solution.
12. Within a very large targeted account, who would you consider to be the most important people to meet and develop a relationship with throughout the course of your time spent at the customer's place of business? Select all that apply. *
- President
- Security Guard
- Office Manager or Department Head
- Receptionist
- Director of Sales and Marketing
13. If you only had enough money in your spending account to purchase one appreciation gift for a particular customer during the holidays, which customer type would you select?
*
- A customer who gives our company some business.
- One who recently gave us more business from our competitors.
- One who has been a faithful customer for twenty years.
- A new targeted account who has the largest opportunity in our sales funnel.
- One who regularly receives appreciation gifts.
14. You've been trying to get in front of a large customer for the last three months. Nothing has worked for you. You need to get in front of this customer. Select the top two action points for your next move. *
- Call the customer and leave more messages.
- Find out what time they arrive and arrive early at their place of business. Plan to connect with them as soon as they enter the lobby and have a plan to move things forward.
- Send the customer a box of gourmet chocolates. Place your business card inside and write a nice note to the customer.
- Mail the customer a packet of coupons and service/product specials for their staff to use within the next thirty days.
- Find out when they leave the office and wait for them in the lobby. Approach them on the way out and try to secure an appointment.
15. A prospective customer has just received national recognition for achieving a significant business milestone. The media writes a nice article about their business. What would you do with this information? Select your top two answers. *
- File the article for future use.
- E-mail the customer and recognize their accomplishment.
- Purchase a nice recognition award and schedule an appointment to personally deliver the award to the President of the company.
- Call everyone you know within the account and congratulate them.
- Use the information skillfully during my next sales call and see how my solution can serve to help the customer receive greater recognition.
16. When you visit prospective accounts, what goals would you try to reach with respect to connecting with new contacts during your first visit? How many contacts would you try to get to know? Select the answer that best describes your strategy? *
- 6 or more contacts.
- 1 or 2 contacts.
- I would focus only 1 customer per visit.
- 3 or 4 contacts.
- Up to 5 contacts.
17. Which answer best describes your approach to spending time in front of your customer? Select your top two answers. *
- I only spend as much time with customers as needed.
- I look for every opportunity to get in front of my customer.
- I prefer to keep in contact with my customer via phone and only visit when necessary.
- My time with customers is very predictable. I limit my time and get down to business right away. I keep our conversation light-hearted and moving forward.
- I plan my day to maximize my time in front of my customer. I would rather perform follow up work at my customer's place of business than in my office.
18. When contacting customers on the phone, what approach do you regularly use to move the sale forward. Select your top three approaches. *
- I let the customer know about the benefits of my solution.
- I briefly introduce myself and let them know the reason for my call.
- I help them understand how my solution can help their business grow in one focused statement.
- I give them the breakdown on the price.
- I help them clearly understand what steps are involved and lead them through each one.
19. If a new prospective customer agrees to meet with you, when do you typically try to schedule the meeting? Select your most preferred course of action? *
- Usually within the next two weeks.
- I move any service calls around and schedule the customer within one week.
- I make every effort to meet with the customer within the next 1-2 days.
- I usually ask the customer when they would want to meet.
- I propose meeting with the customer within the next ten days.
20. Business is good, but you have an opportunity to explore additional leads over the next three months. Where would you begin your search? Select the top three choices you would tackle first. *
- Social Media Groups
- Local Government Meetings
- Business Chambers and Clubs
- Regional Trade Shows and Seminars
- Community Groups
21. How much time would you recommend a sales professional invest on a weekly basis on social media to help find new customers and cultivate existing business opportunities? Select only one answer. *
- 15 minutes
- 1 Hour
- 30 Minutes
- 2-5 Hours
- 90 Minutes
22. If you started a new business, which social media sites would you join immediately to increase your exposure and expand your influence. Select only one answer. *
- LinkedIn
- Facebook
- YouTube
- None. I would take a more traditional approach to marketing my business.
- Only A B C
23. True of False. Increased relational connections lead to increased capacity for sales growth. *
- True
- False
24. Which statement do you agree with the most. Select the best two answers. *
- Growing my customer base is the result of planning and strong initiative
- It's difficult to grow a consistent flow of new customers.
- You can find more customers if you look for them.
- Finding new customers is like playing a game of cards. Sometimes you get lucky and sometimes you don't. Sometimes you win and sometimes you don't.
- You need to make personal and professional adjustments when growing your customer base.
25. How would you finish this next statement? The next time I meet someone new… *
- They may turn out to be my largest opportunity.
- They may try to sell me something I don't really need.
- I will explore every possible angle to understand their business and see if I can help them grow.
- I will introduce myself and leave them my business card.
- I plan to quickly get the information I need and move on.
26. If you only have 30 seconds to tell someone about your business, what would you definitely include in the conversation. Select the two points you would want to make absolutely clear.
*
- How your business can help them reduce costs and grow.
- How your business has gained market share.
- How your business can help them capture their cororate vision.
- How your business ratings are higher than your competitors.
- What sales milestones were reached recently.
27. What business factors are essential to understand when developing an integrated approach to sales? Which of these will help you develop a comprehensive solution to help your customer grow? Select the top four factors. *
- Understanding a Customer's Vision
- Understanding a Customer's Strategy
- Understanding a Customer's Needs
- Understanding a Customer's Wants
- Understanding a Customer's Obstacles and Challenges
28. Which statements below describe key characteristics that all sales professionals need to practice when meeting with customers? Check the top three answers. *
- Always explain your competitors features and benefits in a negative light.
- Establish a customer focused approach by aligning with customer vision and strategy.
- Explain the features of your products and services very early in the sales call.
- Strategically place your business solution for long-term success.
- Leverage obstacles and cultivate customer needs.
29. Which statements below describe key characteristics that all sales professionals need to practice when meeting with customers? Check the best answer. *
- Explore and Quantify Customer Obstacles and Needs.
- Capture the Heart of Your Customer.
- Demonstrate How Your Solution Can Strategically Advance Their Business.
- Only A and B
- Only A B C
30. Which statements below describe key characteristics that all sales professionals need to practice when meeting with customers? Check the best answer. *
- Effectively Lead Your Customer to Make a Commitment.
- Overcome Closing Obstacles
- Conquer Closing Obstacles and Sell at a Higher Price.
- Only A & B
- Only A B C
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