Situational Knowledge

What the Situational Judgment Test – Sales Measures

Situational Judgment Test – 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.

The areas assessed by this Profile are:

Customer Focus

SJT Sales – Customer Focus measures the degree to which the individual puts the customer’s needs ahead of his/her own needs. The degree to which he/she is customer service-oriented and enjoys interacting with customers.

 

Drive and Persistence

SJT Sales – Drive and Persistence measures the degree to which the individual is motivated to overcome resistance during his/he sales efforts. The degree to which he/she is driven to perform and strives to be the best.

 

Listening Skills

SJT Sales – Listening Skills measures the degree to which the individual is open to learning new experiences. The degree to which he/she listens to the needs of others and uses listening skills to guide sales strategies.

 

Sales Strategies

 

SJT Sales – Sales Strategies measures 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.

 

Candidness measures the degree of exaggerated responses

This Profile includes a candidness check to determine the degree to which the individual may have exaggerated his/her responses in order to present themselves more favorably. The results of this validity check with interpretation is presented on the following page.

<h3>Interpreting the Situational Judgment Test – Sales</h3>

<strong>Interpreting the results</strong>

The following page also presents the Total Score Summary and Total Score Interpretation. This is followed by the Score Profile. The Score Profile includes the scores for all of the scales. The scores are presented in terms of percentiles. The percentile indicates how the candidate scored relative to all other individuals who have taken the assessment. For example, if a candidate’s score on a particular scale shows as the 75th percentile, this indicates he/she scored better than 75% of all other people who have completed that scale.