Report Section
Sales B2B Entry Level Assessment - Italian
Test Taker Details
S
Sample
Indirizzo email: sample_report@mettl.com
Response Style
Response Style Genuine
Explanation of Response Style:
Genuine
If questions are answered in a sufficiently varied manner.
Social Desirability
If questions are answered in a socially desirable manner for more than 60% of the questions.
Central Tendency
If more than 60% of the questions are answered as ‘neither agree nor disagree’.
Acquiescence
If questions are answered in a ‘strongly agree’ or ‘agree’ manner for more than 60% of the questions.
EXECUTIVE SUMMARY
Your Sales Personality Style
The Challenger (Go-Getter)
Uses one's deep understanding of the customers' business to push their thinking and take control of the sales conversation. Likely to be not afraid to share even potentially controversial views and are assertive—with both the customers and the boss.
Recommendation based on Sales Knowledge
Recommended
Strengths
Impression Management
High
Overcoming Objections
High
Influencing and Convincing
High
Areas of Development
Pre-Qualifying
Moderate
Presentation
Moderate
Closing
Moderate
Recommendation based on Sales Personality
Moderately Recommended
Strengths
Influencing Others
Can easily convince and influence others to accept a desired course of action.
Ego Strength
Has a positive and healthy sense of self and is resilient and motivated to persevere even after facing rejection.
Customer Service Orientation
Is efficient at understanding customers' needs and requirements and respond in an appropriate and prompt manner.
Red Flags
Empathy
May not be able to recognize others' emotions and feelings and understand the underlying reasons for their behavior.
Areas of Development
Empathy
Needs to give importance to others' emotions and feelings.
Networking with People
Needs to establish more contacts and build more effective social networks.
Information Seeking
Needs to learn more efficient ways to gather and organize information.
YOUR SALES PERSONALITY STYLE
1
The Challenger (Go-Getter)
Use one's deep understanding of the customers' business to push their thinking and take control of the sales conversation. Likely to be not afraid to share even potentially controversial views and are assertive—with both the customers and the boss.
Common Traits
• Assertive
• Excellent Communication Skills
• High sense of Urgency
• Decisive
• Direct
Potential Blind Spots
Key Motivators
Organizational/ Role Fitment
SALES KNOWLEDGE:
Values shown in above chart are percentages
1. SALES KNOWLEDGE:
Pre-Qualifying: Moderate
Can sometimes seek out information and look for new sales possibilities. Occasionally may have difficulty in assessing the level of interest of the prospects and in knowing how to approach them accordingly.
Impression Management: High
Likely to be skilled at recognizing the importance of first impressions. Can develop a sense of mutual respect and rapport with clients. Likely to be able to display an attitude of sincerity.
Presentation: Moderate
Has the ability to sometimes identify client needs. Likely to be moderately confident while explaining the features of the product/service to the client, according to their expectations.
Overcoming Objections: High
Likely to be patient and calm when dealing with and answering to clients' objections. Likely to be persistent and optimistic when facing resistance from clients.
Influencing and Convincing: High
Likely to be a good negotiator. Can be persuasive when interacting with clients. Has the ability to convince the clients about the benefits of the product/service.
Closing: Moderate
Is moderately skilled at accurately analyzing the situation and judging when to make an attempt to close the sale. Has the ability to successfully lead the sales process to a mutually beneficial conclusion occasionally.
SUCCESS DETERMINANTS IN SALES PROCESS
Empathy:
Empathy is the ability to sense the feelings of other people by imagining themselves in others' lives or others' situations.
Values shown in above chart are percentiles
2. Empathy:
Empathy: Very Low
Rarely likely to be able to recognize and understand others' needs and feelings, as is not attuned to people's emotions. Does not come across as amiable and considerate of others’ feelings when making decisions and cannot correctly assess people's motivations and passions.
SUCCESS DETERMINANTS IN SALES PROCESS
Ego Drive:
Ego Drive is the inner need to persuade another individual as a means of gaining personal gratification.
Values shown in above chart are percentiles
3. Ego Drive:
Ego Drive: Moderate
Is intrinsically motivated and sometimes capable of persuading others. Has a fair tendency to seek out challenges and sometimes likely to perform optimally. Has a fair positive outlook and is often optimistic about being able to convince people. Occasionally seeks gratification from achieving goals.
SUCCESS DETERMINANTS IN SALES PROCESS
Ego Strength:
Ego Strength is the ability to be resilient to bounce back from rejection and be even more motivated on future attempts.
Values shown in above chart are percentiles
4. Ego Strength:
Ego Strength: High
Is resilient and motivated to persevere even after facing rejection. Has a positive and healthy sense of self and tends to like and accept oneself. Has a dynamic and free personality which enables optimal performance.
SUCCESS DETERMINANTS IN SALES PROCESS
Service Motivation:
Service Motivation is an inner need to come through for others – and to be appreciated by them and to get things done in a timely manner.
Values shown in above chart are percentiles
5. Service Motivation:
Service Motivation: Moderate
May have an inner need to come through for others and to be appreciated by them. Often likely to get things done in a timely manner and sometimes demonstrates an attitude and conviction to get things done right. Often seeks gratification from closing sales.
SALES PERSONALITY
Self-Management:
Values shown in above chart are percentiles
6. Self-Management:
Self-Control: Moderate
Moderately likely to be attuned to one’s emotions and feelings, somewhat capable of handling one’s emotions and controlling impulses during tough times. May at times remain calm and not always get frustrated, when under pressure.
Self-Confidence: Moderate
Somewhat likely to be capable and efficient, having confidence in one’s own skills and abilities. May at times come across as an independent and assertive individual, with a moderate ability of taking initiative and guiding others during challenging times. May occasionally be open and willing to work in situations involving uncertainty and risk.
Stress Tolerance: Moderate
Somewhat likely to deal effectively with pressure by being calm and composed and not getting discouraged by setbacks, may try to put effort to ensure timely and efficient completion of tasks. May at times remain optimistic and not give up even if unsuccessful in some deals. May not always be able to cope with workplace stress and sometimes become passive when faced with it.
SALES PERSONALITY
Managing the Sales Process:
Values shown in above chart are percentiles
7. Managing the Sales Process:
Result Orientation: Moderate
Somewhat likely to have a responsible attitude at the workplace. May occasionally work actively to ensure desired results without compromising on the quality of work. May at times try to bring perfection and precision into one's work. Has a moderate ability to utilize available resources in a profitable manner. May sometimes set challenging goals for oneself and others.
Taking Initiatives: Moderate
Somewhat likely to be open to new experiences and opportunities and is capable of taking new initiatives at the workplace. Is moderately flexible and self-driven when dealing with novel ideas. Can occasionally express one's own views and convince and direct others when needed.
Information Seeking: Moderate
Somewhat likely to be efficient at methodically gathering and organizing information and facts needed for solving work related problems and making effective decisions. May occasionally work at keeping oneself up to date by seeking out opportunities to acquire more knowledge, exploring new ideas and being somewhat characteristically self-disciplined and motivated.
Problem Solving: Moderate
Likely to be moderately skilled at solving problems by being able to identify and understand patterns and relationships amongst events, situations and applying this knowledge to strategically solve work-related problems.
SALES PERSONALITY
Managing the Customer Relationship:
Values shown in above chart are percentiles
8. Managing the Customer Relationship:
Networking with People: Moderate
Often comes across as a warm and friendly person, having a mild interest in socializing and establishing contacts and relationships to develop work opportunities. Is fairly skilled at building networks and using them appropriately for professional growth, by occasionally being confident and accommodating in social situations.
Influencing Others: Very High
Can very effectively persuade others to take desired action. Likely to be easily able to identify and utilize the factors that might influence others to take a particular action. Likely to be able to easily convince others and has the ability to be a very tactful negotiator.
Customer Service Orientation: High
Has the ability to deal with customer queries, requests and complaints. Likely to be able to identify potential clients and provide quality service to current clients. Likely to understand and deliver according to a client's expectations and requirements. Is likely to be willing and able to modify one's work style and adapt as per the clients.
Top Career Motivators
1
Security and Stability
Needs to feel safe knowing that one can count on one's job for social and financial security. Likely to prefer a permanent and reliable job position.
Probable Disadvantage
How to keep the person motivated?
Top Career Motivators
2
Competition and Challenge
Has the desire to prove oneself as the best at doing a task. Likely to be motivated to work harder when given opportunities to compete with others.
Probable Disadvantage
How to keep the person motivated?
Test Log
Test Log
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Started the test with Inventario della personalità
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Finished Inventario della personalità and started Inventario motivazione of the test
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Finished Inventario motivazione and started La conoscenza delle vendite of the test
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Finished La conoscenza delle vendite and started Attenzione al cliente of the test
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Finished the test