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Sales Negotiation and Influencing Skills Test

In the sales negotiation and influencing skills test, candidates will be required to answer 20 questions based on audio files and written prompts, allowing you to see how a candidate employs effective upsell and cross-sell techniques, listens to and addresses customer concerns, and builds rapport with a wide range of clients – including doctors, store owners, and bar managers.

Putting candidates in real-life work environments, such as bookstores, car dealerships, mattress stores, clothing stores, and more, this sales test challenges their ability to interact with customers both on the phone and in-person to:

  • Qualify customer needs and make the right recommendations.
  • Identify verbal buying signals.
  • Follow up on leads to close more sales.
  • Create memorable customer experiences.
  • Avoid unintended or negative consequences.

element-grad-cap   ABILITIES EVALUATED

  • Ability to persuade others to adjust behavior, opinions, and attitudes toward purchasing products
  • Ability to influence stakeholders by building trust and credibility
  • Ability to negotiate with others to reconcile differences, identify solutions, and obtain support and buy-in

element-grad-cap   QUESTION FORMAT

  • Situational Judgment Test

element-grad-cap   LANGUAGE

  • English

element-grad-cap   DIFFICULTY

  • Easy

WHY TEST?

Top sales performers have the innate ability to influence and persuade buyers and can expertly navigate the negotiation process to generate revenue, win new business, and nurture long-lasting relationships with existing customers.

But how do you identify exceptional sales candidates that have the power to invigorate your business and help you reduce sales turnover? This negotiation skills test allows you to estimate the skills and performance potential of a sales candidate, suggesting if they have what it takes to hit aggressive targets, influence and build rapport with busy prospects, and leverage persuasion tactics to negotiate and close winning deals with key customers.

The sales assessment test also helps predict a job candidate’s ability to:

  • Cross-sell to interested customers, increasing store receipt totals
  • Identify and follow up on promising sales leads
  • Avoid sales-killing blunders
  • Build long-term relationships with customers, bringing them back for future sales

Identifying great salespeople is hard, but hiring them can be even harder. Improve your sales hiring success by using this powerful sales negotiation skills test to effortlessly automate the screening process for entry-level or experienced candidates, including business development representatives, account executives, sales clerks and associates, or any other positions requiring employees with strong influencing and negotiation skills.

EXAMPLE QUESTIONS

Sample Question 1

A salesperson approaches a customer who’s browsing in a car lot.

Salesperson: Hello, what can I help you find?

Customer: I’m just browsing; I’m not sure if I’m ready to buy a new car yet. I’m not looking to spend a lot of money. I really just need something for commuting.

Salesperson: I would suggest this model. It’s really affordable and practical, and has great fuel economy, too.

How effective is the salesperson’s response?

  • 5 = Highly effective. An ideal response
  • 4 = Very effective. A good response, but one or more aspects could be better
  • 3 = Moderately effective. A reasonable response, but the solution is incomplete or may have unintended consequences
  • 2 = Slightly effective. There is a positive element to the response, but it generally does not address the situation very well
  • 1 = Ineffective. This response does nothing to address the situation or could have negative consequences

Sample Question 2

A retail sales clerk talks to a customer.

Clerk: Would you like to save 15% by signing up for the store credit card? You would save about $20 today and get access to special sales.

Customer: Thanks, but I’m not interested. I wouldn’t pass the credit check, and I don’t think a new credit card is a good idea for me right now.

Clerk: A lot of customers think they won’t pass the credit check, but they usually do. Do you really think your credit is worse than theirs?

How effective is the clerk’s response?

  • 5 = Highly effective. An ideal response
  • 4 = Very effective. A good response, but one or more aspects could be better
  • 3 = Moderately effective. A reasonable response, but the solution is incomplete or may have unintended consequences
  • 2 = Slightly effective. There is a positive element to the response, but it generally does not address the situation very well
  • 1 = Ineffective. This response does nothing to address the situation or could have negative consequences

RELATED JOBS

  • Account Executive
  • Sales Associate
  • Sales Clerk
  • Sales Representative
  • Sales Planner
  • Retail Sales Clerk

ABOUT THE AUTHOR

The Sales Skills: Influence & Negotiation module content was developed by the Indeed Assessment Science Team, with expertise in Industrial/Organizational Psychology, Instructional Design, Education, and Graphic Design. In addition, team members worked in collaboration with subject matter experts (SMEs). Indeed’s SMEs are required to demonstrate experience performing at a high level, supervisory experience, or responsibility for defining requirements for those jobs that require sales skills.