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.
(Competencies measured include: Achieving Results, Marketing and Sales)
C. The total amount of Product Y that originates in California and ... (4 points)
A. Truck-related transportation costs for ... (3)
B. Details about the internal resources that we ... (2)
D. Our historical share of this market, past ... (1)
Rationale: Sizing the market (rail susceptible shipments) will be the first step in understanding what the potential revenue opportunity is for us. Additionally, it would be helpful to ...
A. Determine whether the shipper or ... (4)
D. Identify the largest producers of ... (3)
C. Identify which customers have ... (2)
B. Contact Product Y cooperatives to ... (1)
C. Guarantee fast transit time and ... (4)
B. Develop a competitive and flexible ... (3)
A. Emphasize our customer service and ... (2)
D. Show how our large fleet of ... (1)
(Competencies measured include: Negotiating, Marketing and Sales)
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. We've recently converted another barge in the same lane so I know the economics are favorable. What would you...? (3)
C. Is there a particular reason you are unsatisfied with the current ...? (4)
D. We have some great transit times from Chocolate Bayou to New Orleans. 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 analysis model and ... (2)
B. Based on all your factors, including your volume, commodity, and ... (4)
C. I've done the research on your move, and believe me, this is ... (3)
D. This rate has already been established, and ... (1)
A. In return for a more favorable rate, are there ... (4)
B. If I gave you a more favorable rate on this move would ... (2)
C. Are you okay with ... (1)
D. Do you have any other potential ... (3)
(Competencies measured include: Coaching, Leading and Influencing)
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 ...
A. Schedule a meeting with Jim and Sherilyn to provide an overview of ... (1)
B. Schedule a session with both Jim and Sherilyn to ask them for ... (3)
C. Schedule a session with both Jim and Sherilyn to express your willingness to ... (4)
D. Observe Jim's and Sherilyn's performance for a couple of months to ... (2)
A. Make sure she receives interviewing skills training ... (2)
B. Schedule a follow-up session with her after ... (3)
C. Schedule a meeting with her ASAP and ... (1)
D. Conduct your own follow-up with the interviewers to ... (4)
A. Help Jim find a new mentor by asking ... (2)
B. Make sure Jim understands that even though he is new, he needs to ... (1)
C. Ask Jim where he wants to be in five years and how ... (4)
D. Schedule regular coaching sessions with Jim, providing him with ... (3)
(Competencies measured include: Financial Knowledge)
A. To assure service for customers and returns ...
B. To determine annual salary ...
C. To secure ABC's financial standing ...
D. To ensure long term ... (Correct Answer)