Sales Manager - Frog Recruitment

Sales Manager
Solution Fact Sheet
Suitability:
The Sales Manager solution is intended for use in managerial positions in a sales environment.
Sample tasks for these jobs include, but are not limited to: resolving customer complaints regarding
products and services, making sales calls to customers, training and coaching a sales team, and
directing activities of subordinates. Potential job titles that use this solution are: Product Area Sales
Manager, Territory Sales Manager, and Sales Supervisor.
Two Sittings
Screening: 92 items Total: 278 items
Selection: 186 items Time: 25min/50min
Screening (Unsupervised):
• Management Potential: This is a measure of the potential for managerial success
across industry type and functional area. This is characterized by scores that are derived
from responses to questions regarding academic and social background, and aspirations
concerning work.
• Management Judgment: This is a tendency to make good judgments about how to
effectively respond to work situations. This is determined by scores derived from the
candidate's responses to questions regarding situations one would likely encounter as a
manager.
• Sales Potential: This is a measure of the tendency to have a combination of sales
skills and experiences that predict success in sales positions. This is characterized by:
showing alternative solutions based on customer needs; directing conversations toward a
commitment/order/sale; showing confidence even after a hard refusal/rejection; and
striving to close a transaction every time. This is demonstrated by answering questions
on a multifaceted measure relating to background, experience, and opinions.
Selection (Supervised):
• Business Leadership: This is a measure of the tendency to use successful thinking
strategies to solve problems and make decisions as a manager. This is a trait
characterized by: using alternative modes of thinking; understanding ambiguous
information by evaluating/revealing systematic data themes; having foresight in thought;
and being good at the planning/execution of tasks.
• Interpersonal Leadership: This is a measure of the tendency to persuade and
influence others. This trait is characterized by: building effective interpersonal
relationships; developing skills in the areas of employee relations; coaching, motivating,
and leading a team.
• Problem Solving: This component measures the tendency to efficiently and
effectively use numerical and analytical reasoning. This component is characterized by
the ability to solve complex problems, identify alternatives, and make reasoned decisions.

• Verbal Reasoning: This is a measure of the ability to efficiently and effectively use
verbal reasoning. This trait is characterized by the ability to verbally explain complex
information to others; the ability to understand complex relationships; and the ability to
utilize a broad vocabulary.
• Sales Drive: This is a measure of the tendency to possess personal characteristics
such as goal orientation, persistence, dominance, drive, and energy. This suggests the
likelihood of success in an intermediate level sales environment. This trait is
characterized by: focusing effort to achieve or exceed sales quotas; working to find
connections between the company's products and the customer's needs; directing
conversation toward a commitment or sale; showing confidence even after a hard
refusal/rejection; and striving to close a transaction every time.
• Confidence and Independence: This is a measure of the tendency to be
comfortable and confident in situations that require one to work autonomously, especially
in an intermediate level sales environment. This trait is characterized by: confidence
when approaching potential customers; enjoying the challenge of influencing others; and
persuading prospective customers to commit to a purchase.
Sample Questions:
• Of the following, the most important objective a supervisor can work toward is:
o to avoid any major disputes or conflicts
o to be successful without anyone else's help
o to continually provide a lot of new ideas
o to get employees to work smoothly together
o to have the courage to question organization decisions which are unwise
• I am good at motivating people around a common cause.
o Strongly Disagree – Strongly Agree
• I stay calm and relaxed, even when deadlines approach.
o Strongly Disagree – Strongly Agree
• Of the following statements, the one which describes me best is:
o I work best when my instructions are clear
o I work best when there are no interruptions
o I work best when I'm in the mood
o I work best when I'm working alone
o I work best under pressure
One Sitting Unsupervised
Number of Items: 162 items Time: 35min
Competencies:
• Management Potential: This is a measure of the potential for managerial success
across industry type and functional area. This is characterized by scores that are derived
from responses to questions regarding academic and social background, and aspirations
concerning work.
• Management Judgment: This is a tendency to make good judgments about how to
effectively respond to work situations. This is determined by scores derived from the

candidate's responses to questions regarding situations one would likely encounter as a
manager.
• Sales Potential: This is a measure of the tendency to have a combination of sales
skills and experiences that predict success in sales positions. This is characterized by:
showing alternative solutions based on customer needs; directing conversations toward a
commitment/order/sale; showing confidence even after a hard refusal/rejection; and
striving to close a transaction every time. This is demonstrated by answering questions
on a multifaceted measure relating to background, experience, and opinions.
• Sales Drive: This is a measure of the tendency to possess personal characteristics
such as goal orientation, persistence, dominance, drive, and energy. This suggests the
likelihood of success in an intermediate level sales environment. This trait is
characterized by: focusing effort to achieve or exceed sales quotas; working to find
connections between the company's products and the customer's needs; directing
conversation toward a commitment or sale; showing confidence even after a hard
refusal/rejection; and striving to close a transaction every time.
• Confidence and Independence: This is a measure of the tendency to be
comfortable and confident in situations that require one to work autonomously, especially
in an intermediate level sales environment. This trait is characterized by: confidence
when approaching potential customers; enjoying the challenge of influencing others; and
persuading prospective customers to commit to a purchase.
Sample Questions:
• Of the following, the one thing which is most necessary to supervisory success is:
o an ability to keep track of detail
o an ability to listen
o an ability to be consistent
o an ability to be patient
o an ability to understand how other people feel
• During a routine follow-up call, your customer confronts you by saying, "I just found out that
one of our competitors across town is paying substantially less for your products than I am,
and I buy twice as much! What's going on here?" You would:
o Tell him "I'm not totally prepared to discuss the specifics of your prices versus
your competitor's prices today, but I understand your concern and I'll look into it
immediately."
o Tell him, "That's totally false; I'm sure you've been given some incorrect
information."
o apologize and offer to lower the prices immediately
o offer to discuss his concerns at your next meeting with him
o explain that his purchase volume has declined over the past year, so he is not
buying any more product than his competition
• I like to make sure that action is taken quickly to resolve a problem.
o Strongly Disagree – Strongly Agree
• Concerning your present and future activities, do you:
o make rather precise and detailed plans
o make broad and general plans, but not detailed ones
o make few plans, let nature take its course

One Sitting Supervised
Number of Items: 194 items Time: 60min
Competencies:
• Management Potential: This is a measure of the potential for managerial success
across industry type and functional area. This is characterized by scores that are derived
from responses to questions regarding academic and social background, and aspirations
concerning work.
• Management Judgment: This is a tendency to make good judgments about how to
effectively respond to work situations. This is determined by scores derived from the
candidate's responses to questions regarding situations one would likely encounter as a
manager.
• Sales Potential: This is a measure of the tendency to have a combination of sales
skills and experiences that predict success in sales positions. This is characterized by:
showing alternative solutions based on customer needs; directing conversations toward a
commitment/order/sale; showing confidence even after a hard refusal/rejection; and
striving to close a transaction every time. This is demonstrated by answering questions
on a multifaceted measure relating to background, experience, and opinions.
• Problem Solving: This component measures the tendency to efficiently and
effectively use numerical and analytical reasoning. This component is characterized by
the ability to solve complex problems, identify alternatives, and make reasoned decisions.
• Verbal Reasoning: This is a measure of the ability to efficiently and effectively use
verbal reasoning. This trait is characterized by the ability to verbally explain complex
information to others; the ability to understand complex relationships; and the ability to
utilize a broad vocabulary.
• Sales Drive: This is a measure of the tendency to possess personal characteristics
such as goal orientation, persistence, dominance, drive, and energy. This suggests the
likelihood of success in an intermediate level sales environment. This trait is
characterized by: focusing effort to achieve or exceed sales quotas; working to find
connections between the company's products and the customer's needs; directing
conversation toward a commitment or sale; showing confidence even after a hard
refusal/rejection; and striving to close a transaction every time.
• Confidence and Independence: This is a measure of the tendency to be
comfortable and confident in situations that require one to work autonomously, especially
in an intermediate level sales environment. This trait is characterized by: confidence
when approaching potential customers; enjoying the challenge of influencing others; and
persuading prospective customers to commit to a purchase.
Sample Questions:
• Supervisors who find that their employees' understanding of an organization rule is different
from their own should first:
o call a meeting of the employees to discuss the rule and its meanings
o request a more detailed explanation from their superior
o review the rule again themselves to be certain that their employees are wrong
o call a meeting of all concerned to explain the way the rule should be interpreted
o ask other supervisors for their opinions

• How self-confident are you about your intellectual and social abilities?
o lack some self-confidence in both your intellectual and social abilities
o have quite a bit of self-confidence about your social ability, but are not as selfconfident
about your intellectual ability
o have quite a bit of self-confidence about your intellectual ability, but are not as
self-confident about your social abilities
o quite confident about both
o very confident about both
• When you ask people I've worked with about my ability to stay calm and collected, no
matter the situation, they would rate me as:
o Excellent
o Very good
o Good
o Fair
o Poor
o I don't know how he or she would rate me
• When working in a group, I tend to listen to the ideas of others before suggesting a course
of action.
o Strongly Disagree – Strongly Agree