Sales Executive Questionnaire
Coolbreeze Workwear Sales Executive Position
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Questionnaire
activity 1. Do you think salespeople who come from backgrounds of wealth, prestige or power
are more likely to make sales to people of wealth, prestige and power than other
salespeople?
1. true 2. false

73 2. If you just started in sales today, what percent of your first year's income do you
think would come from sales made to referrals (names of prospective buyers given to
you by your clients)?
1. None -- I am not comfortable asking my associates or present clients for the
names of people they know just so I could try to sell them something.
2. 1-10%
3. 11-20%
4. 21-30%
5. 31-40%
6. 41-50%
7. 51-70%
8. 71-90%
9. 91-100%

73 3. If you asked people who know me, you would learn that I attend social gatherings
such as parties and community groups so I can "advertise" and promote my own
interests.
1. Yes, people who know me would probably say that about me
2. Yes, I do look forward to promoting myself at as many social gatherings as
     possible but the people who know me might not know that about me
3. No, the people who know me would say that I only promote myself at social
     gatherings to the extent that it is necessary to my work
4. No, to me using social contacts as a means to promote my business or career
     interests is deceptive and exploitative -- something that the people who know
     me would hopefully know I would not be comfortable doing

activity 4. If I were just starting out in sales today, I would prefer a sales training program
that encouraged salespeople to be non-intrusive as opposed to training programs
that insisted on teaching salespeople that they have to try to quickly close every
sale -- whether the prospect wants to buy or not.
1. very true 2. more true than false 3. more false than true 4. false

activity 5. In the sales department, Ralph sold more than Norm and Andrew. Norm sold more
than Andrew but not Paul. Therefore:
1. Ralph sold more than Andrew and Paul
2. Andrew sold more than Norm
3. Paul sold more than Andrew
I don't know and I don't want to figure it out
5. I don't know and I can't figure it out

activity 6. To be my best, I need the freedom to explore many interests -- not just one
1. True 2. False

type 7. In your opinion, which element in the following list is the most important to success
in sales?


features 8. (Check all that apply) The part of a sales career I dislike the most is:
1. Having to manage myself
2. Coping with the public's attitude about salespeople
3. Instability of income
4. Having to prospect for new clients
5. Not applicable: I don't really dislike any of those things

features 9. If I had to:
1. I think I could sell a product even if I did not really believe in it
2. I still don't think I could (or would) sell a product I did not personally believe in

77 10. In terms of my career ambitions, it is easier for me to identify with:
1. An athelete who sets a record
2. A salesperson who makes the "impossible" sale
3. A physician who provides quality care to the ill
4. A mechanic who can optimally tune an engine
5. A clergyman who can explain our struggles

features 11. I would be uncomfortable trying to sell people in the following groups:

Ex-salespeople
Sales trainers
Other salespeople
Prospective buyers who have prestige and fame
Prospective buyers who have financial wealth and political importance
Prospective buyers who have numerous educational degrees
Prospective buyers in high level corporate positions

1. None -- I would not be uncomfortable trying to sell any of the people
listed above
2. I would be uncomfortable trying to sell people in one of the above groups
3. I would be uncomfortable trying to sell people in two of the above groups
4. I would be uncomfortable trying to sell people in three of the above groups
5. I would be uncomfortable trying to sell people in four of the above groups
 6. I would be uncomfortable trying to sell people in all of the above groups

features 12. (Check all that apply) Even though you might never actually say them as quoted
below, which of the following phrases would probably be the hardest for you to say
in a typical sales situation?
1. "Can I have your order now?"
2. "The price is...(naming the price)"
3. "Will you give me the names of some of your associates so I can also make
sales calls on them?"
4. None -- I don't think I would hesitate to ask for the order, name the price,
or ask for referrals

features 13. In sales, do you think you would tend to be more comfortable prospecting for
new business on the telephone or face-to-face?
1. I would probably be uncomfortable doing either
2. I would probably be more comfortable prospecting face-to-face
3. I would probably be more comfortable prospecting on the telephone
4. I would probably be comfortable either way

features 14. Is it easier for you to accurately "size up" others than it is for most people?
1. Yes -- I think I am probably somewhat more perceptive, and may have a more
refined "sixth sense" than most other people
2. No -- I think I am probably no better than average when it comes to sizing up
other people

features 15. Do you spend more time:
1. Making new friends
2. Checking up on old friends
3. Neither

features 16. As a salesperson, I would prefer a sales training program which:
1. Emphasized product knowledge over a "positive mental attitude"
2. Emphasized the importance of a positive mental attitude over product
knowledge

type 17. How much time do you spend setting specific career
goals and planning how to accomplish them?


features 18. Some salespeople believe that it's in their customer's best interest to insist that
they buy now -- even if the prospect does consider them intrusive or over-bearing.
What do you think?
1. I believe that salespeople should be encouraged to make as many sales as they
can as quickly as they can -- even if some of their prospects do think they are too
agressive
2. I believe that salespeople should be trained to make sales presentations which
leave room for the prospect's judgement in the matter, and to avoid trying to close
the sale before their prospect understands the product's worth and is ready to buy

features 19. I probably tend to get bored rather easily.
1. True -- and I probably need more excitement, stimulation and change in my career
than other people
2. False -- I'm not inclined to be bothered very often and probably don't require more
excitement, stimulation and change in my career then other people

73 20. Do you tend to startle easily?
1. Yes 2. No 3. Uncertain

73 21. Is it easy for you to engage others in conversation?
1. Yes 2. No

features 23. If you were put on the spot, which could you probably do the best?
1. I could exaggerate something and probably make it seem much better than
it really was
2. I could recall something and probably describe it accurately and with
considerable detail

73 24. As a salesperson, how many five-minute telephone sales calls designed to see a
valuable, but controversial product or service do you think you could make during a
normal eight-hour workday?
1. Very few, because making sales calls on the telephone would probably be
difficult for me
2. Probably not very many because I don't personally think that using the phone
to sell products and services would represent the best use of my talents or my sales
prospecting time
3. 10-20
4. 20-30
5. 30-40
6. More than 41

73 25. If you just started in sales today, what percent of your first year's income do you
think would come from sales you made to friends?
1. None -- I am not from this area and ddo not yet have any friends here I could
make sales presentations to.
2. 1-10%
3. 11-20%
4. 21-30%
5. 31-40%
6. 41-50%
7. 51-70%
8. 71-90%
9. 91-100%

73 26. Select from the list below the one thing you would most like to obtain from
your career.
1. An opportunity to use my special abilities and talents
2. An opportunity to earn a lot of money
3. An opportunity to be creative and original
4. An opportunity to obtain high social status and prestige
5. An opportunity to work more with people
6. An opportunity to be more self-managed
7. An opportunity to go into management
8. An opportunity to do new, exciting and different things
9. An opportunity to be of service to others

73 27. If you were to work for a large organisation and were given a choice, which
area would you most like to work in?
1. Computers, Data processing
2. Training/Development/Personnel
3. Research/Development/Product design
4. Sales/Marketing
5. Legal/Administration

73 28. Sam, Fred, Steve and Joe are super salespeople. Joe can outsell Steve and
Fred can outsell Joe. Steve can outsell Sam. Therefore:
1. Both Sam and Fred can outsell Joe
2. Joe can outsell Sam but not Steve
3. Joe can outsell Sam by more than he can outsell Steve
4. I don't know and I don't want to figure it out
5. I have tried, but I can't figure it out

73 29. Do you think you express yourself better:
1. Writing
2. Speaking
3. Neither
4. Both about equally

73 30. If you just started in sales today, what percent of your first year's income do
you think would come from sales you made to members of your family?
1. None -- no members of my family are available to sell due to distance or death
2. 1-10%
3. 11-20%
4. 21-30%
5. 31-40%
6. 41-50%
7. 51-70%
8. 71-90%
9. 91-100%

activity 31. I probably have a tendency to give up easily when faced with difficult or
frustrating problems.
1. true 2. false

features 32. I probably tend to get bored rather easily.
1. No -- most probably realize that things have to get sold but would probably
prefer not having to deal with salespeople any more than they have to
2. Yes -- most seem to realize that things have to be sold and that salespeople
are only doing their job when they try to sell their goods and services

features 33. What in your judgement, is the outlook for a salesperson with a negative attitude?
1. It will probably keep him/her from succeeding regardless of talent, ability or drive
2. It probably won't make a significant difference one way or another

features 34. Do you think salespeople today are:
1. Respected more than in the past
2. Respected less than in the past
3. Respected about as much as they have always been

75

35. Most people contemplating a career in sales or already in sales, know something
about the traits associated with success in sales. Which of the following success-
related traits are you familiar with?

Honesty       Dedication       Self-Discipline       Loyalty       Stability
Assertiveness       Perceptiveness       Judgement      Empathy        Psychofluent
Self-Confidence       Psychodemographic       Psychosynthesis        Ego      
Frustration tolerance

1. I know, am familiar with, or at least have heard or read about all of these
     traits before
2. I only recognise some of them
3. I don't recognise any of them and I don't remember ever hearing them before


73 36. Some people think that to succeed in sales you have to be agressive. What do
you think?
1. Probably true -- realistically, to succeed in sales you must be prepared to present
yourself and your products or services forcefyully, although forceful presentations may
not be required all the time
2. False -- worthwhile products and services rarely need aggressive presentations
to sell them because they are usually able to sell themselves
3. Uncertain but I am inclined toward answer "1"
4. Uncertain but I am inclined toward answer "2"

73 37. How important is it to you to have a positive attitude?
1. I think it is very important -- even necessary
2. I think it's nice but probably not really necessary
3. I don't care much one way or the other
4. Under some circumstances, I think it could be harmful

73 38. If you just started in sales today, what percent of your first year's income do
you think would result from sales presentations you made to people of wealth,
prestige or power?
1. None -- I don't know anyone of wealth, prestige or power and don't anticipate
meeting anyone like that
2. 1-10%
3. 11-20%
4. 21-30%
5. 31-40%
6. 41-50%
7. 51-70%
8. 71-90%
9. 91-100%

73 39. Generally, I am relaxed and a ease when speaking before groups.
1. True
2. More true than false
3. More false than true
4. False

features 40. With proper training ans support, I probably could learn to be much less cautious
and hesitating.
1. True, I probably could
2. False, I am not over-cautious to begin with

features 41. Do you tend to feel more timid than usual when you are in the presence of people
you consider your superiors?
1. Yes
2. No
features 42. When attending a seminar, worshop or meeting where an alleged "expert" speaker
is presenting incorrect or misleading information, do you make any effort to correct
the situation?
1. Yes -- I think it is important for the frouop to get the right information even if
the speaker is supposed to be an expert -- so I will usually ask sharp-edged questions
or subtly challenge him/her in other ways
2. Yes -- I think it is important to make my position known but I would ususally
wait until after the presentation is over to do it
3. No -- I usually don't say or do anything because I could be wrong and even if
I am right I am not responsible for what other people choose to agree or disagree with

73 43. If you just started in sales today, what percent of your personal friends would you
try to make sales presentations to during the next four weeks?
1. None -- because none of them live in this area
2. 0-20%
3. 21-50%
4. 51-100%

features 44. Most people know me as someone who will doggedly stay with a difficult project
or task until it is finished.
1. True
2. False
73 45. If you checked, you would find that after I meet new people:
1. I tend to forget their names but remember their faces
2. I tend to forget their faces but remember their names
3. I tend to forget both their names and their faces
4. I usually remember both their names and their faces

features 46. I can be effective one-on-one but may be uncomfortable in front of groups.
1. True
2. False
features 47. In your judgement, how does the training of salespeople compare with the public's
perception?
1. Most salespeople actually receive more training than the general public realises
2. Most salespeople actually receive less training than the general public realises
3. Salespeople receive about as much training as the general public thinks they do

features 48. Is it easy for you to remember jokes?
1. Yes -- I can remember quite a few when I try
2. No -- I don't seem to be able to remember jokes
features 49. If I were to begin a career in sales today, my family and friends would view my
career choice as a move "up"?
1. True. Most would see it as an upward move and a good opportunity for me
2. Uncertain
3. False. Some of my family and friends don't think very highly of the sales
profession although most would probably be supportive of my career choice anyway

73 50. People that know me would say that I:
1. Would probably even make sales calls on members of my own family
2. Would probably be uncomfortable making sales calls on members of my own family
3. Would probably choose not to make sales calls on members of my own family
4. My family is not accessible due to death and/or great distances

features 51. Some people commit themselves to long term goals and then work single-mindedly
toward them. Other people set more tentative long term goals and plaCe more emphasis
upon smaller, more immediate rewards. Which of these approaches is most like you?
1. I prefer small, but frequent rewards to help keep me ontrack to my longer
term goals
2. I try to stay focused on my long term goals and to keep things from distracting
me or getting in the way
73 52. How uncomfortable would you be selling products or services by telephone to
people who did not know you and who were not expecting you to call?
1. Very uncomfortable -- I am not sure I could do it
2. Uncomfortable -- I would be uncomfortable but I could probably force myself to
do it if it was necessary
3. Uncomfortable -- but I could probably learn to do it easily once I was trained and
made up my mind to do it
4. Comfortable -- which you could verify by observing me actually using the
telephone to solicit new business

features 99. (check all that apply) The part of a sales career I dislike the most
1. Having to manage myself
2. Coping with public's attitude about salespeople
3. Instability of income
4. Having to prospect for new clients
5. Not applicable: I don't really dislike any of those things

more info In a few words, describe your ideal sales position:


features If I had to:
I think I could sell a product even if I did not really believe in it
I still don't think I could (or would) sell a product I did not personally believe in
volcano name enter the name of the volcano you researched

73 73. I personally don't like being intruded upon by sales people, and therefore would
-- if I were in sales -- appreciate professional sales training program which
recognized that when people say "No" to a salesperson they generally mean "No."
1. True 2. Uncertain 3. False

73 74. My life tends to be full of change because I choose to make it so
1. True 2. False

75

75. Most people contemplating a career in sales or who are presently in sales pursue
their career interest by reading books or listening to CD's on subjects related to their
career. Presuming you do the same, how many of the following sales-related concepts
are you familiar with?

Prospect       Client       Cold Call       Selling Style        Commissions
Target Market        Negotiator        Consultative Selling       Client Centered
Reactivator        Motivator        Seminar Selling        Hustle Factor

1. I know, am familiar with, or at least have heard or read about all of these
     words before
2. I only recognise some of them
3. I don't recognise any of them and I don't remember ever hearing them before

73 76. Look for a pattern and fill in the missing term:
1. N
2. O
3. P
4. Q
5. R
6. I don't know and don't care to figure it out
7. I have tried bit I can't figure it out

73 76. Look for a pattern and fill in the missing term:
1. I know, am familiar with, or at least have heard or read about all of these
     words before
2. I only recognise some of them
3. I don't recognise any of them and I don't remember ever hearing them before

77 77. If you had a choice, who would you most like to spend some time with?
1. A highly productive salesperson
2. A talented scholar or teacher
3. A world renowned writer or musician
4. A famous entertainer

activity 79. My interests tend to change rapidly.
1. true 2. false

activity 80. Personally, I am not very comfortable with aggressive salespeople and think that
sales organisations should reward their salespeople more for the quality of the service
they provide and less for the quantity of sales they close.
1. very true 2. more true than false 3. more false than true 4. very false

activity 81. I have to frequently fight against showing how shy I really am.
1. true 2. false

activity 81. I have to frequently fight against showing how shy I really am.
1. true 2. false

type 83. In your opinion, which element in the following list is the most important to success
in sales?


activity 84. To be my best, I need the freedom to explore many interests -- not just one
1. true 2. false

Sources
References Provide three web site URL's that you used in your research



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