| On Demand 360º Referencing (#DSJ74T7T for Test Person on July 17, 2006) |
Page 4 |
|
III. Questions to Consider
Gap analysis reveals that responses to the following attributes give rise to some concern. Please explore the following questions with the candidate:
Acts like they are in their own business
1. Would you like to own a business? Why or why not?
2. What do you
think it takes to run a business? Do you think you have those skills and
attributes? Why or why not?
3. If I spoke to your last two companies
and the people you reported to, what would they say about the degree to
which you "act like it's your own business" on the job?
4. How do you
define the standard of performance for yourself in a given job?
5. Is
it important to have an "own your own business" mindset fit for this
position? Why or why not?
Entrepreneurial Minded
1. What is an Entrepreneur? Do you see yourself as one? Why or why
not?
2. Do you feel it's important to have an "Entrepreneurial
Mindset" for this type of job? Explain...
3. What are the pros and
cons of having an "Entrepreneurial Mindset" for this type of job?
4.
Would you consider yourself to be a Visionary? Why or why not?
5.
Describe some of the job actions you have taken in previous roles that
would show evidence of an Entrepreneurial Mindset.
Customer First Attitude
1. What is the best service you have ever received from someone? Did
this experience have an impact on the way you treat your customers? If
so, how?
2. Tell of some situations in which you have had to adjust
quickly to sudden changes that were requested by a Client - changes that
required you to think of the customers needs not just yours.
3. Give
an example of when you had to work with a customer who was difficult to
get along with. Why was this person difficult? How did you handle that
person?
4. Give an example of a time that in order to satisfy a
customer, you had to go above and beyond the normal call of duty.
Describe your attitude when doing this.
Persistent - ability to take "no" from prospects
1. Define "Persistence". Where does this fall in importance for you
in success as a sales person? Be specific.
2. Tell me about the last
three times you where told "no" by a Prospect. What were the situations
and how did you handle them?
3. When was the last time you felt
"down" due to a sales deal that didn't close or to a Prospect who
rejected you and your pitch. How do you deal with this?
4. What's
important to remember when going through a "dry patch" where it seems
difficult to close deals?
5. How do you know when it's time to give
up working on a Prospect (either for the short term or the long term)
Achievement Orientated
1. What is the greatest achievement you have ever obtained in
business? How where you rewarded for this and how did you feel?
2.
What drives you to achieve something? Is it money, status,
acknowledgement form peers, advancement in career? Other
reasons?...
3. What sports have you played in the past? Tell me about
these sports and your role in the team. Did you or your team win any key
games or titles?
4. Who is your best friend? How would they
categories you in the list below:- a. Very Achievement
Oriented
- b. Average Achievement Oriented
- c. Not Achievement
Oriented
- i. Why would they rate you this way?
5. What do you
want to achieve in your next 12 to 24 months? Tell me in detail.
Likeability factor
1. Rate the top five reasons why people will buy from a sales
person.
2. Where does "Likeability" come in?
3. On a scale of 1 to
5 (5 being excellent), where would your last sales manager rate you on
"Likeability" with Clients and Prospects.
4. Give us three examples
of where "Likeability" came into play in your last two jobs.
5. How
do you feel when you are in a room with people that you do not know?
What is your approach to this setting? Would you rather be in a more
"familiar" environment or do you thrive in this type of situation? In
your last position tell us about one example of how you used this type
of environment to your advantage?
6. Do you tend to get along quickly
with others when meeting new people?
7. Would you say that you have
been well liked in your previous places of employment? Why or why not?
Professionalism
1. Define professionalism as it relates to selling. Why do you think
this characteristic is important for an effective sales person?
2.
Who is the most professional sales person you have worked with in the
past? How would this person rate you in terms of "professionalism" in
selling and why?
3. Where does "being a professional" rate in your
scale of attributes needed by a sales person? Why do you rate it this
way?
4. What are some of the ways that you express professionalism in
your job every day?
Self disciplined/self motivated
1. Describe to me what "Self Disciplined" means to you? How does this
relate to you and selling?
2. Can a sales manager motivate a sales
person? Why or why not?
3. Who is the most "Self Disciplined or Self
Motivated" sales person you have worked with in the past? If they were a
5 (very good), where do you fit in and why?
4. Where and when did you
need to rely on your personal "Self Disciplined or Self Motivated"
personality? How did it assist you in the situation?
5. You are given
the ability to work in either a supervised or unsupervised work
environment - which one would you pick and why?
6. What drives you to
perform well? Where does your motivation come from?
Verbal communication skills
1. How important are verbal communication skills in salesmanship?
Why?
2. Describe a situation in which you were able to use verbal
persuasion to successfully convince someone to see things your
way.
3. Describe a time when you had to use your verbal communication
skills to get an important point across.
4. Do you feel you are able
to speak intelligently on your feet? Give an example.
5. What is
important when communicating verbally with a Prospect or Customer? How
do you apply these things in your own communication?
Multi-tasker
1. Describe a few sales situations that required a number of things
to be done at the same time. How did you handle these situations? What
were the results?
2. Tell me about a time when you had to handle
multiple responsibilities. How did you organize the work you needed to
do?
3. Describe the system you use for keeping track of multiple
projects. How do you track your progress so that you can meet deadlines?
How do you stay focused?
4. How do you determine priorities in
scheduling your time? Give examples.
Aware of weaknesses
1. Where do you think you need the most training in your professional
career? Why?
2. If you didn't have immediate training in this area,
how would this cause you difficulty on the job?
3. What would a
previous employer say were a few areas you need to improve on and why?
Would you agree with their assessment?
4. Sometimes it's easy to get
"in over your head." Describe a situation where you had to request help
or assistance on an account. What did you learn from this
experience?
5. How does a sales person get around their
weaknesses?
6. Describe some times when you were not very satisfied
or pleased with your performance. What stopped you from doing your best?
What did you do about it?
Intelligence/fast learner
1. In your past three positions, how important has it been to be a
"Fast Learner". Give me some examples.
2. Do you like to learn? What
are some of the books you have read in the past 12 months that have
assisted you in learning something new?
3. By providing examples,
convince me that you can quickly adapt to a wide variety of people,
situations and environments.
4. Give an example of a time in which
you had to be relatively quick in learning about a new application or
product?
Ability to work on their own
1. Are you a team player or a lone wolf? Explain...
2. Do you
thrive or struggle to work in unsupervised environments? Why do you
think this is the case?
3. Would you choose a supervised or
unsupervised work environment if you had the choice? Why?
Computer Skills
1. Rate yourself in your computer skills. Where are you the strongest
and where do you need assistance?
2. What are some of the ways strong
computer skills can have a positive impact on your selling performance?
Are you there yet or do you need assistance in this area?
3. How
would you rate your skills in the use of computers and applications
relative to others you have worked with in previous positions?
4.
Which computer programs do you feel are most useful in assisting you in
carrying out your work? How would you rate your competence on these
programs.
5. How do you track customers and activity? What programs
do you use and how do they assist you.
Good with financial numbers
1. Does a sales person need to be good with financial numbers? Why or
why not?
2. How would you rate your ability to look at financial
numbers and use this information to assist you in selling.
3. Did you
take many math and/or financial classes in school/university/college? If
so, how did you perform in these classes?
|
| | ©2006, Selection Testing Consultants Intl Ltd |
|
