Report for: Virginia Virginia
Completed on: September 27, 2012 at 11:21 am
strengths & limitations
Although there are different traits that make up a good salesperson, those who are most successful in this field tend to possess a particular set of traits and skills. Included in this report you will find Virginia's sales style and approach, her results on each of the subscales, her strengths and limitations, and some helpful advice on how to increase her potential for success in this field.
In terms of Virginia's approach to prospects, she is: The Farmer
For Farmers, their strength lies in developing and maintaining relationships with customers. What draws clients to them is their genuine desire to help fulfill their clients' needs. Farmers tend to be best suited for warm-selling situations (making follow-up calls to the people they've been referred to or have already done business with). Although Farmers are not particularly skilled at hunting down new business, they are really good at developing long-term business relationships with existing ones.
In terms of Virginia's presentation style, she is: The Improviser
Improvisers love the sales process rather than the result. Whereas many sales types prefer to plan their approach ahead of time, Improvisers prefer to play it by ear and go with the flow. They rely mostly on intuition; if they can "feel" their customers and get a good vibe from them, they'll run with it. Improvisers hate to go "by the book" and regurgitate the same old facts and details. They're spontaneous and animated, and enjoy engaging their clients in the sales process. For Improvisers, each potential sale is yet another exciting venture.
Report for: Virginia Virginia
Completed on: September 27, 2012 at 11:21 am
strengths & limitations
One of the world's most well-known salespeople, Zig Zagler, believed that "When you miss the sale, it is even more important to make a cheerful, friendly, optimistic, and courteous exit than it is when you make the sale."
In "The Death of a Salesman" by Arthur Miller, Biff says, "Pop, I'm a dime a dozen and so are you." The opposite, in fact, is true - few of us have the natural knack for making it big in a sales career. In some circles, selling is considered an "art", in others, an evolved form of deception and trickery. Whatever your opinion, the ability to sell is, without a doubt, a hot commodity. Top salespeople in big companies make big money, and most claim to absolutely love the ups and downs of their jobs. So what's the secret to success? Some salespeople use their charm and wit to warm up the customer, some shoot it straight and get down to the nitty-gritty of business, and others gently convince buyers that they need the product they are peddling. Overall however, most successful salespeople share a set of common characteristics and skills, and most of these can actually be learned and honed to perfection.
The goal of this test is to determine whether Virginia possesses the natural instincts, traits, and skills needed to survive in the world of sales. As evidenced by the high turnover rate in this field, clearly, this isn't a job for everyone. In order to be a successful salesperson, a person needs to possess a number of aptitudes and personality traits which include, among other things, self-confidence, a strong desire to succeed, a strong interest in other people, positive thinking, competitiveness, and an ability to thrive under pressure.
Report for: Virginia Virginia
Completed on: September 27, 2012 at 11:21 am
strengths & limitations
Overall results (score 59)
Overall suitability for a career in sales.
Virginia's score indicates that although she is not a natural-born salesperson, she may be able to make a career of it. She possesses some, but not all of the characteristics and skills necessary to succeed in this industry. She has the potential to do well in the sales field, but it may be a challenge. By putting in a conscious effort to improve the skills she already has and working on the ones she doesn't, she could end up being a very successful salesperson.
Self-efficacy (score 35)
Assesses whether a person believes he or she has what it takes to succeed.
The sales field is fraught with challenges; it's a competitive career where Virginia will be expected to socialize often, to speak in front of people, and where she could be rejected by many clients, among other things. These are realities that salespeople must be comfortable dealing with everyday.
Virginia's score indicates that she does not possess a very strong sense of self-efficacy when it comes to her ability to deal with these types of nerve-wracking situations; she seems to be plagued by several doubts and worries. Unfortunately, if she allows these doubts to undermine her self-assurance, it could impact her performance and success. The good news is that she can work on improving any areas of her skill repertoire where she doesn't particularly excel. For example, if she is not entirely comfortable speaking in front of people, there are courses she can take to improve her presentation skills. If she becomes easily anxious or nervous before a sales call, she can pick up a few stress management or relaxation techniques. By working on any limitations, she can turn them into strengths, and reduce her sense of self-doubt in these areas.
Comfort with Public Speaking (score 20)
Degree to which a person is at ease speaking to an audience.
According to Virginia's results, she isn't very fond of public speaking. Talking to an audience isn't something she is totally at ease with; in fact, she may become quite nervous sometimes. Many salespeople are required to present their wares or talk about their service in front of an audience. The good news is that because this is such a common fear, there are plenty of ways Virginia can improve her public speaking skills. The key is learning how to calm her nerves, making sure to be well prepared, and practicing in front of people she is comfortable with until it becomes second nature.
Comfort with Risk-Taking (score 60)
Assesses whether a person is comfortable with ambiguity, and willing to take action despite uncertain outcomes.
According to Virginia's responses, taking risks is something that she is generally at ease with. It is likely that she is not the type of person who requires a great deal of reassurance when choosing to go out on a limb. Facing risk-taking situations is a common occurrence in sales. Getting clients or a deal isn't always a guarantee; not all customers will be receptive to what she is selling, and doing business with them may not prove to be profitable. Also, people working only on commission have to be willing to deal with the potential for a slow sales month, and therefore, slim earnings. Virginia may not be a natural-born risk-taker, but she will likely be able to handle the risk-taking aspect of this business fairly well.
Comfort with Decision-Making (score 20)
Assesses whether a person is capable of, and comfortable with, making decisions.
When it comes to the decision-making process, Virginia's results indicate that she has a fair amount of difficulty. Making decisions appears to be easier said than done for her, and as a result, she likely has quite a few misgivings when she does make her choice. Whether it's due to a fear of making mistakes or an inability to narrow down her choices, making decisions is not something that she is very comfortable with. Unfortunately, having her decisions made for her is not an option in sales. In such a dynamic and unpredictable environment, she may often be required to think on her feet and make on-the-spot decisions, like choosing the best way to present her products or services, and determining whether to pursue or drop a customer. She should strive to improve her level of comfort in this area.
Comfort with Criticism/Rejection (score 20)
Ability to handle rejection and negative feedback.
Virginia's results indicate that she has some difficulty coping with the more negative aspect of sales - rejection and criticism. Working in this field requires a thick skin, because objections and rejections from customers will occur on a regular basis. Even the best salespeople get turned down from time to time - they just learn to take it in stride. The good thing is that Virginia can learn a lot from negative feedback, as it offers valuable information on what she can change and improve upon in the future.
Confidence (score 20)
Degree to which a person believes in himself/herself.
Virginia's results indicate that her confidence is fairly low. She doesn't seem to really recognize her inner value, and likely feels inadequate quite often. In order to be successful and survive as a salesperson, she must have faith in herself. If she doesn't approach a sale with confidence, clients will see right through her. Self-confidence affects not only how others treat us, but also how we treat ourselves. By boosting her self-confidence, Virginia will approach tasks and obstacles with much more strength of mind.
Adaptability (score 43)
Ability to adjust to difficult situations.
According to Virginia's results, adapting to difficult situations isn't always easy for her. Change, stress, and adversity may sometimes take a toll on her peace of mind, and as a result, she occasionally has problems staying psychologically strong. Most sales jobs tend to be very fast-paced and stressful. In a career where rejection and slumps are common, it is necessary for individuals to be able to accommodate a constantly changing environment. When dealing with difficult situations, putting things in perspective can really help.
Assertiveness (score 40)
Ability to comport oneself, though speech and actions, in an assertive manner.
Virginia is relatively comfortable asserting herself, but may occasionally hesitate to do so. In the sales field, Virginia will be required to assert herself consistently. Disagreement and rejection are common responses from potential clients, but she must not allow this to deter or dissuade her from moving forward. Experts in the sales field have mentioned time and again that those who assert themselves are more likely to get a sale than their less assertive counterparts. Even if there are times when Virginia is assertive, it seems that she could definitely profit from improving this skill. There are a number of benefits to being assertive that should serve as incentive to improve: more respect from others, and, of course, an increase in the possibility of obtaining a sale.
Sales Aptitude (score 79)
Refers to key traits and skills that could improve a person's chances for success in the sales field.
A sales aptitude, in regards to this assessment, refers to a combination of several traits and skills that could prove very useful in this field. People who possess this talent share certain personality characteristics and abilities that many top salespeople have - for example, good powers of persuasion, a sense of comfort and ease when socializing, and the tendency to comport themselves in a self-assured manner, among other things. According to Virginia's score, she possesses most of the skills that encompass this "sales instinct", but could benefit from polishing them further. Consider whether there are any specific factors covered below that she could potentially improve upon.
Communication Skills (score 57)
Ability to converse with others clearly and concisely.
According to Virginia's score, her communication skills are adequate, leaving room for improvement. Some time and concentrated effort is needed to develop these abilities even further. Communication plays a large role in the sales field. Not only does it impact the impression Virginia makes on others, but it can also influence her self-confidence and assertiveness. If she wants to reach her full communicating potential, all it takes is a little know-how and effort. As with any skill, practice makes perfect and she is halfway there.
Persuasiveness (score 100)
Ability to convince and sway others.
According to Virginia's results, her powers of persuasion are excellent. Although successful salespeople use many different techniques to garner the interest of potential customers, they have to be able to convince clients of the viability and dependability of their products or services. Persuasion does not require deception on Virginia's part; it means being sure of herself and building a strong and credible argument that not only proves the worth of what she is selling, but is also the first stepping stone to creating a trusting rapport with potential customers. Persuasion is highly dependent upon how Virginia feels about the product or service; a salesperson who believes in what he or she is selling is going to be much more persuasive than someone who doesn't.
Networking Skills (score 100)
Ability to find and make useful contacts.
Virginia's responses indicate that her networking skills are excellent. She goes out of her way to seek out new contacts and maintain connections with people who can prove helpful in her social network. As a result, when she needs help professionally, there will likely almost always people she can turn to. One of the main steps in the sales process is finding prospects to sell her products or services to. As any good salesperson knows, prospects can be found everywhere - this is why expanding one's network is so important. A member of Virginia's network may not buy into what she is selling, but they might know someone else who would be interested. Networking skills are particularly important when attending business conventions. This skill will prove quite useful if Virginia chooses to pursue a sales career.
Goal Orientation (score 75)
Assesses whether a person sets goals, and has the perseverance to follow through with their completion.
Virginia's results indicate that she often sets goals for herself, and seems to have the determination and dedication to achieve them - at least most of the time. She is likely not the type of person who will settle for the status quo, and is able to muster the motivation needed to push herself to reach for that bar. A strong goal orientation will not only motivate and push her to sell, but it will also get her through the ups and downs that are common in this line of work.
Initiative (score 100)
Level of comfort with taking independent action.
According to Virginia's results, she is quite willing to take action on her own. She is very comfortable acting on initiative, and likely takes pride in being autonomous. She is not one to wait for others to take the lead or show her the way. Taking action and initiative can be risky, but salespeople take initiative everyday, when they pick up the phone, propose their products or services, take a chance on a particular client, or ask for a commitment. A proactive approach requires a lot of confidence and a certain level of comfort with assertiveness, and Virginia seems to be capable of taking initiative when necessary.
Energy (score 100)
Assesses whether a person approaches situations with enthusiasm, interest, and passion.
When it comes to getting ready to tackle a new assignment or day, Virginia rarely, if ever, has difficulty getting herself going - she has an absolute "joie de vivre". No matter what she does, she almost always approaches it with a lot of excitement, passion, and interest. Salespeople who are very energetic can really catch the attention of their customers. Not only do they enjoy the sales process, but their passion and enthusiasm can also be infectious; they can really entertain and schmooze their clients. An energetic approach can be very helpful during a presentation, and can give Virginia that edge she needs to get through to a tough client.
Research Skills (score 100)
Willingness and ability to access and evaluate information in order to learn more about a client, industry, or other area relevant to sales.
According to this test, Virginia's research skills are excellent. She recognizes the importance of researching in sales, and it appears as though she has grasped most, if not all, of the tricks of the trade when it comes to researching information. Learning how to do this with ease will be particularly useful when networking and prospecting (zeroing in on important details about a potential client), and when presenting (knowing the products or services inside out). This is a very important skill to have because it could save Virginia a lot of time and energy.
Problem-Solving Skills (score 100)
Ability to come up with various approaches and solutions to a problem.
According to Virginia's results, her problem-solving skills are exceptionally good. She likely rarely uses a practical and conventional approach to solving problems, preferring to try out new ideas. Although standard strategies may work sometimes (or even most of the time), being open to other ways and ideas is essential. In the world of sales, each client is different. While a certain approach make work on some customers, it may not fly for all of them. Virginia has to be able to adapt her sales method to different clients and situations, and with her problem-solving skills, this should be a cinch for her.
Competitiveness (score 83)
Degree to which a person desires and strives to be a top performer.
Virginia has an extremely competitive spirit, and will do whatever she can to outdo others. She rarely, if ever, settles with her current level of performance; she likely always has her sights set on that top spot. This attitude will prove quite advantageous, because in today's business world, competition is fierce. Customers can easily turn to competitors for their products or services. A competitive edge gives Virginia that hunger to win - to go after a client, stick to a sale, and prove to her customers that doing business with her company is better than settling with the competition. Also, for salespeople who work on commission, being competitive not only helps bring the sales in, but may also differentiate them from their peers, placing them head and shoulders above the rest. Virginia is very comfortable competing with others, and this will help her to become quite a force to be reckoned with in the dog-eat-dog world of sales.
Emotional Intelligence (score 34)
Assesses the ability to read others.
Virginia appears to have difficulty reading other people. Recognition of emotion is a skill that could come in very handy in the sales field. When interacting with clients, Virginia needs to be able to read body language and facial expressions in order to gauge how best to approach them - or adjust her current approach if it doesn't seem to be working. She would be well served to seek information and guidance to improve or at least compensate for her limitations in this area.
Sales Technique Knowledge (score 23)
Takes into account knowledge of the sales process.
Overall, Virginia appears to have a modest amount of knowledge of the sales process, which includes finding clients and presenting her product/service. Although this is obviously information that can be learned, she needs to completely familiarize herself with the different practices and procedures involved before tackling a career in sales. If she already works in the field, she may require some further training in certain areas.
Conscientiousness (score 92)
Assesses how organized, efficient, and detail oriented a person is.
Virginia is a very conscientious, careful, and efficient individual. People who score in this range are typically hard-working, productive, and responsible - all traits related to conscientiousness that have been shown to be predictive of success in a variety of areas. In the sales field, workers often juggle a number of tasks and clients, and must be able to keep track of all their duties and complete their work carefully and promptly. Customers likely won't think much of a salesperson who is unreliable, late, or whose presentation displays a serious lack of organization, so Virginia should keep up the good work in this area.
Neatness (score 75)
Assesses whether a person is willing and able to maintain an orderly environment.
Virginia's results indicate that keeping a neat environment is something that she is usually in the habit of doing. Keeping her workspace tidy likely allows her to work quickly and efficiently. Although neatness is not a characteristic that one would think is important in the sales field, it does play a role. The first step to preparing for a sales presentation is making sure that Virginia has everything she needs - all the information, files, and paperwork required (this is particularly important when doing sales over the phone). Having to search for the materials she needs not only wastes time, but it can also leave potential clients with a bad impression.
Time Management Skills (score 100)
Ability to use time available effectively and efficiently.
Virginia's responses indicate that she is very skilled at managing her time efficiently. She likely uses several strategies to help her save time and work more productively. Time management skills play an important role during sales presentations; when Virginia manages her time effectively, she doesn't have to rush through her sales pitch (and potentially forget or omit details). In addition, the more time she has available, the more of it she can spend on sales calls, which can really boost her productivity.
Meticulousness (score 100)
Assesses whether a person is willing and able to pay close attention to detail.
According to Virginia's results, she is very detail oriented. She rarely ignores the small stuff, and isn't the type to just let details slide by; she is willing to put in the time and effort needed to be meticulous. This is a crucial skill to have because in sales, details are very important. Salespeople need to know their products or services inside out in order to best serve their customers. Also, when uncovering the needs of her clients, paying close attention to what they're saying (as well as what they're not saying) can offer Virginia important tidbits of information that can help increase her chances of making a sale.
Cooperativeness (score 43)
Refers to a compliant and amiable disposition.
Virginia's responses indicate that she has a rather agreeable personality, but there are some antagonistic traits that may shine through from time to time. She may not always be the most patient and accommodating person. In light of the sales field, she would likely be a relatively affable salesperson, but could take on a more persistent or slightly intimidating demeanor if the situation calls for it (for example, when dealing with a particularly difficult client). On the one hand, this can be a very successful approach (which is why this subscale is provided to you only as a source of information, and does not affect her overall score). However, keep in mind that dominating others (when and if Virginia chooses to) is not a method that will work on all clients; those who are intimidated by her or feel forced into purchasing something likely won't desire to conduct further business. Those who are not easily intimidated will simply walk away or counter her methods with an equal level of determination. Virginia should keep this in mind when developing or considering her sales approach, and contemplate whether sticking to a more agreeable approach would be more to her benefit and to the benefit of her customers.
Listening Skills (score 0)
Ability to actively attend to speakers.
Virginia's results indicate that her listening skills need a lot of work. One of the most important steps in the sales process is to uncover what her potential customers' needs are. This will be nearly impossible if she is the one doing most of the talking, rather than listening. Customers are more likely to trust salespeople who have the time and patience to listen to them. Without these essential skills, people may be less inclined to do business with Virginia.
Integrity (score 43)
Assesses whether a person practices integrity when dealing with others.
According to Virginia's responses, it seems that she does regard integrity as somewhat important, but may not always practice it in her everyday life. Her motivation in the sales field will likely stem from both an extrinsic and intrinsic source. In essence, making a sale is important, but she also wants to try to fulfill her clients' needs at the same time. Virginia should always keep in mind that customers are more likely to continue to do business with someone who they feel they can trust, and who isn't just out to make a profit.
Emotional Control (score 29)
Ability to regulate and manage negative emotions.
Virginia's responses indicate that she doesn't have a lot of emotional control. She sometimes gets upset and frustrated fairly easily, and has difficulty keeping her feelings in check. Being unable to regulate her emotions can have a negative impact on her interactions with customers. Individuals who lack emotional restraint are often aggressive, uncompromising, and insistent with others - and if there's anything that people hate, it's pushy salespeople! This could result in rejection from clients. A job in sales has a lot of ups and downs, so Virginia would be well served to learn to control her own emotional roller coaster.
Helpfulness (score 100)
Willingness and desire to offer aid to others.
Virginia's results indicate that she tries to help others as often as possible and will put in whatever effort is necessary to answer to their needs. Being helpful is a necessary quality in sales. Helping customers find a service/product that will fulfill their needs not only facilitates the building of a relationship with them, but also keeps a loyal client coming back.
Canned Presentation Style vs. Free-flowing Presentation Style (score 40)
Assesses whether a person is more inclined to use a canned or free-flowing approach to selling.
Virginia's responses indicate that she is more likely to use a combination of a canned presentation and free-flowing style. A canned presentation has several advantages: it provides salespeople with a structure to follow, and memorization ensures that important details are not omitted. The disadvantage is that some scripted presentations can lack flexibility and persuasiveness, and may not always work in every situation and with every client - this is where free-flowing presentations can be an advantage. They seem more natural, allow for interruptions if people ask questions, and can be adjusted based a prospect's needs, and on how he or she seems to be responding. While the method Virginia will use could depend a great deal on the company she works for, it's important to choose a style that suits her best.
Consultative Selling (score 48)
Ability to help customers find a product/service that best suits their needs.
According to Virginia's score, she has some of the skills and traits required for personalized selling, but there's still plenty of room for improvement. Consultative sellers have a knack for assessing a client's needs and helping them find the product/service that would best serve them. This involves exceptional knowledge of the products/services available, as well as good relationship building skills, among other abilities. The good news is that with experience, Virginia will likely become more comfortable with this particular facet of sales.
Relationship Building (score 77)
Ability to build a rapport with clients and maintain a business relationship.
Relationship building is a key factor in the success of a sales organization. After all, it is much more profitable to improve business with existing clients than it is to develop opportunities with new prospects. Virginia's skills are fairly good in this area. Individuals who are strong relationship builders not only have excellent interpersonal skills, but they also have a real knack for connecting with clients.
Resolving Objections (score 60)
Ability to deal with and assuage client objections.
It appears that Virginia will have little difficulty dealing with and answering to client objections. If a prospect presents an argument against purchasing a product/service, Virginia will likely be able to find a way to resolve the issue. Although learning to resolve client objections takes time and experience, preparing herself ahead of time for potential arguments a client may put forward would probably help too.
Negotiating (score 59)
Ability to settle differences and disagreements, and obtain the best possible outcome for both parties.
Virginia's results indicate that she possesses some of the abilities and traits that characterize strong negotiation skills, but could still use improvement in this area. The ability to negotiate effectively is essential in the sales field. Not all clients will easily buy into what Virginia has to offer, and running into differences in opinion will likely occur often. It is important to recognize when she needs to sacrifice a little on her part to make a client happy, and when to stick to her guns (obviously, this also depends on the type of business she is in as well). Working on further improving her negotiating skills will definitely serve her well.
Questioning Skills (score 38)
Ability to question clients effectively in order to obtain key information about their needs.
In the sales process, the objective is to find out what a client's needs are, and how Virginia can fulfill them. This is where good questioning skills come in - and unfortunately, her responses allude to the fact that these skills are rather lacking. Knowing the right questions to ask and how to ask them is a crucial aspect of the sales process, so it is highly advised that Virginia work on adding this skill to her repertoire.
Positioning (score 68)
Ability to identify and adopt the most efficient way of dealing with a client.
Virginia scored fairly well on this scale, but there is still a little room for improvement. Knowing what position and approach to take in the sales process is crucial. For instance, clients who are tentative and unsure about a product/service probably would appreciate a salesperson that empathizes with them and helps resolve their doubts. A more straightforward, no-nonsense client would likely prefer someone who doesn't try to impress and gets straight to the point. The fact is, positioning is one of the most important aspects of the sales process and can mean the difference between getting and losing a sale.
Getting Referrals (score 72)
Ability to find and take advantage of prospect opportunities.
Virginia's results indicate that getting referrals will likely prove to be fairly easy for her. Taking advantage of opportunities to obtain prospects is key to success. Naturally, some sales representatives, especially those who are just starting out, aren't entirely comfortable with this part of their job. It requires a certain degree of assertiveness, persuasiveness, and good communication skills, among other things. Learning how to obtain good business referrals is one of those tricks of the trade that is certainly a good addition to a salesperson's skills repertoire.
Memory Skills (score 24)
Ability to memorize and recall information.
Virginia's overall memory skills, as measured by this test, are limited at best. Her performance indicates that she had difficulty memorizing and recalling information presented to her. A good memory can serve her well in sales, particularly when networking. Although this is not a trait that is absolutely crucial to a job in sales, it can definitely come in handy.
Here is how Virginia performed on the different memory exercises:
Her performance on the name recall aspect of the test was not good.
Her ability to recall physical details is limited at best.
She had some difficulty remembering people's personal details.
Impression Management (score 38)
Assesses whether the test-taker responded in a socially-desirable manner.
This scale assesses the degree to which results on this test are distorted or manipulated. Many people will try to present themselves in a better light, especially if the stakes are high.
Test-taker answers are compared to responses obtained from a large sample of the general population. When someone systematically selects socially desirable responses that are rarely endorsed by others, there is good reason to believe that a positive self-presentation bias is at play. A score that is suspiciously high may indicate that a person is lying, which may invalidate that whole test.
There was little or no indication in Virginia's results to suggest that she was lying or trying to present herself in a favorable light.
Report for: Virginia Virginia
Completed on: September 27, 2012 at 11:21 am
strengths & limitations
The following is a summarized version of Virginia's results, categorized as Strengths, Potential Strengths, and Limitations.
She can be quite persuasive
She is a good networker
She is comfortable taking initiative
She possesses good research skills
She is a good problem solver
She possesses a strong competitive spirit
She is a conscientious person
Her time management skills are good
She is a detail oriented person
She makes it a point to be helpful to others
She is relatively comfortable with taking risks
She possesses some sales instinct
She is reasonably goal oriented
She is somewhat neat and tidy
She has some of the traits and skills needed to excel in the area of relationship building
She has some of the traits and skills that will help her resolve client objections
She has some of the skills and traits needed to identify the best way to deal with a client
She has some of the traits and skills that will help her obtain referrals
Her sales skills need a great deal of work
She possesses several insecurities that could undermine her sense of self-efficacy and her ability to succeed in this field
She is not very comfortable with public speaking
She is not very comfortable making decisions
She is not very comfortable with the idea of receiving negative feedback or rejections from clients
Her level of self-confidence is not very high
She shows little adaptability
She is rather lacking in assertiveness
Her communication skills are rather lacking
She is not very good at reading people
Her knowledge of sales technique is not extensive
She is not a very good listener
She doesn't seem to act with integrity
Her emotional control is limited
She possesses few of the traits and skills required to be a consultative seller
She lacks many of the traits and skills needed to negotiate effectively
She lacks many of the traits and skills needed to question clients effectively and productively
Her ability to recall information is limited
Our statistics show that women who took this test outscored men in integrity and the ability to read others, while the latter were more comfortable with public speaking, risk-taking, and taking criticism.