Test Overview

The Situational Judgment Test (SJT) - Sales consists of attitudinal, behavioral and situational questions aimed at assessing the candidate's ability to problem solve and use appropriate judgment while performing the sales function. The test is a general indicator of the individual's ability to persuade prospects and existing customers to purchase specific products and/or services.

Measures the Following:

Customer Focus

The degree to which the individual puts the customer's needs ahead of their own needs. The degree to which they are customer service-oriented and enjoys interacting with customers.

Drive and Persistence

The degree to which the individual is motivated to overcome resistance during their sales efforts. The degree to which they are driven to perform and strive to be the best.

Listening Skills

The degree to which the individual is open to learning new experiences. The degree to which they listen to the needs of others and use listening skills to guide sales strategies.

Sales Strategies

The degree to which the individual engages in appropriate sales-oriented behaviors throughout the sales process. For example, establishes realistic expectations, stays organized, addresses prospect concerns and keeps appointments organized.

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Test Details

  • 35 questions
  • Untimed (Approximately 25-30 min.)
  • Expected Behaviors
  • Follow-up Interview Questions
  • Online Administration
  • Immediate Score Report
  • Management Suggestions