Dear Member,
If the test is for an established salesforce, then a “test” is unnecessary, for you already know their strengths and weakness, therefore, you need to concentrate on providing further training in the areas of weakness.
If the “test” is for new hires, then you need to establish their selling style.
To be consistently effective and successful at undertaking sales activity, there needs to be a balance between two factors. A desire to obtain orders and a need to build effective relationships (essential for repeat orders).
Obtaining orders involves effectively:
Gaining the buyers attention;
Selling specific and relevant benefits;
Overcoming objections;
Closing the sale.
Building relationships involves:
Careful listening;
Establishing the buyers specific need;
Building rapport;
Paying attention to the buyer’s feelings.
I won’t give you a list of questions to ask, but point you in the direction of the internet, where there are hundreds to choose from or better still work with a trainer to design the questions according to your requirements.
Remember, you are trying to find out which way does the salesperson lean towards, i.e. are good at taking orders only, or good at sales, or good at relationship building, etc.
I hope the above helps.
Regards
Harsh