This is a sample Situational Judgment Test for Sales Management. The SalesSJ assessment is a scenario-based tool featuring eight separate scenarios and measuring ten competencies in sales and people management. The sample below shows a few scenarios.
(Achieving Results, Marketing and Sales)
You are a Sales Manager for ______ who specializes in Product ‘Y’. You are responsible for the tactical marketing strategy of Y products. Your Business Director has asked you to create a marketing plan to increase the company's penetration into the market originating from California and going to the East Coast. Transit time is very important to this market, since Product Y deteriorates quickly. Your main competitors are trucks because historically they have been faster and more reliable than rail...
C. The total amount of Product Y that originates in ... (4 points)
A. Truck-related transportation costs ... (3)
B. Details about the internal ... (2)
D. Our historical share of this ... (1)
A. Determine whether the shipper or ... (4)
D. Identify the largest ... (3)
C. Identify which customers ... (2)
B. Contact Product Y cooperatives to ... (1)
C. Guarantee fast transit ... (4)
B. Develop a competitive and ... (3)
A. Emphasize our customer service and ... (2)
D. Show how our large fleet of ... (1)
You are a Sales Manager in the Chemicals Group. You are involved in negotiations with an existing customer, Green Chemical, which currently represents $5 million in revenue per year. Your customer contact is Norman. He has approached you about potential rail rates from Chocolate Bayou, TX, to New Orleans, LA. Norman tells you that Green Chemical is currently shipping the equivalent of .....
A. What type of rate are you looking for? (1)
B. What would you like to examine? (3)
C. Is there a particular reason you are unsatisfied with ...? (4)
D. How important is ...? (2)
Norman is looking for a one-year contract, and you have proposed a price of $1,400 per car. However, Norman wants a lower rate.
A. I've run our barge ... (2)
B. Based on all your factors, including your ... (4)
C. I've done the research on your ... (3)
D. This rate has already ... (1)
A. In return for a more ... (4)
B. If I gave you a more ... (2)
C. Are you okay with ... (1)
D. Do you have any other ... (3)
In your newly assigned position as a Senior Business Manager you have inherited a team that includes Jim, recently promoted from the training group, and Sherilyn who has held her current position for two years. You have learned that Jim’s mentor has recently retired and Sherilyn has started applying for new positions but has not yet made it to the final group of candidates. She is becoming concerned as to why she has not secured a new position. You have not seen a drop in her performance but she has expressed concerns over the interviewing process…
A. Schedule a meeting with ... (1)
B. Schedule a session with both Jim ... (3)
C. Schedule a session with both ... (4)
D. Observe Jim's and Sherilyn's ... (2)
A. Make sure she receives ... (2)
B. Schedule a follow-up session ... (3)
C. Schedule a meeting with ... (1)
D. Conduct your own ... (4)
A. Help Jim find a new ... (2)
B. Make sure Jim understands ... (1)
C. Ask Jim where he wants to ... (4)
D. Schedule regular ... (3)
A. To assure service for ...
B. To determine annual ...
C. To secure ABC's ...
D. To ensure long term ... (Correct Answer)