icon Selling Skills Inventory | HRDQ

Title

Skip to content
Sale Off
Selling Skills Inventory - HRDQ
$199.99
ITEM: Select below ⏷

SKU: 0810E3FG

The Selling Skills Inventory is an extremely effective instrument for sales professionals to assess their team's proficiency in executing successful face-to-face sales interactions. It is an invaluable asset for training new sales staff, improving the capabilities of your current team, or establishing performance goals.

TOPIC
Selling Skills

TYPE
Assessment and workshop

FORMAT
Print

AUDIENCE
Sales staff and customer service members

TIME REQUIRED
2 hours

Description

The Selling Skills Inventory is a highly effective tool that professionals can use to evaluate their sales team's ability to conduct successful face-to-face sales calls. The inventory is based on the Collaborative Selling Model, which emphasizes building long-lasting relationships with customers through trust and collaboration. By identifying the specific skills that your sales team needs to develop, you can help them develop professional selling skills, improve their performance, and achieve better results. Whether you're looking to train new salespeople or to enhance the skills of your existing team, the Selling Skills Inventory is a valuable resource that can help you achieve your goals.

How it works

The Selling Skills Inventory instrument begins with 18 realistic selling situations most sales representatives encounter during a standard sales call. Four alternative courses of action follow each scenario, causing participants to choose the steps they would most likely take. Participants learn about the Collaborative Selling Model and then use individual sub-scores to measure effectiveness in each of the six stages of the Collaborative Selling Process:

  1. Establishing a reason to meet
  2. Identifying needs and problems
  3. Considering possible options
  4. Agreeing on a solution
  5. Overcoming resistance
  6. Pledging to act

Learning outcomes

By the end of this workshop, participants will:

  • Identify selling strengths and weaknesses.
  • Understand and utilize a model for collaborative selling.
  • Learn how to be viewed by customers as a partner, not as a manipulator.
  • Build effective selling skills that will help you become a trusted business partner, not just a salesperson.

Uses and applications

Include the Selling Skills Inventory as:

  • Part of a face-to-face selling skills training program to develop professional selling skills.
  • A development tool to coach your sales team in conducting sales calls using a collaborative sales approach.
  • An individual assessment tool to help sales representatives identify their selling strengths.

What to order

Facilitator Guide - Order one guide per traininer

The Facilitator Guide includes background information, administrative guidelines, a step-by-step workshop outline, and sample participant materials. Facilitator materials will be available as a digital download link in your order confirmation.


Paper Assessment 5-Pack - Order one pack for up to five participants

The print version is ideal for facilitators who prefer to oversee the scoring and administration of the assessment. It includes pressure-sensitive forms for manual scoring.


QuickStart Train-the-Trainer: 1-Hour Virtual Coaching Session for This Product

QST is a convenient, one-hour virtual coaching session for first-time facilitators of this product. You'll receive personalized, one-on-one coaching with a subject matter expert who will get you up to speed quickly and accurately so you can step into the onsite with confidence. We'll answer all your questions about the facilitation of the product. And you can add additional coaching hours as needed. Your coaching session can be provided by telephone or video call and at a time of your choosing.


Facilitators will also receive an HRDQ Certificate of Completion for completing the QuickStart session.

About the authors

Kenneth Phillips is the president of Phillips Associates, a performance management and sales performance training and consulting firm based in Grayslake, Illinois. He has been helping large and small organizations achieve improved performance since 1975.


A noted authority in performance management and sales performance training arenas, Mr. Phillips is a frequent speaker for numerous regional and local ASTD and SHRM groups. He has held administrative positions with two national corporations and two colleges before pursuing his Ph.D. in organizational behavior at Northwestern University.

Customers Also Viewed

Frequently Asked Questions

What are your business hours?
HRDQ is a U.S. based business. Our normal business hours are:
Monday thru Friday
8:30AM - 5:00PM EST
I've got a problem, who do I contact?
Fro problems concerning your account, order, or delivery, contact us at support@hrdq.com.
Can I reuse or reproduce the content?
If you would like to request permission to reproduce or reuse content from one of our products, please complete our Permission Request Form and email it to editorial@hrdq.com.
Please use the following subject line for your email: Permission Request: Full Name
When can I expect delivery?
FedEx is the method of shipping we use for most orders. Most orders are shipped out within one business day. FedEx Express services are available at the time of purchase for rushed or expedited shipments.
Still have questions?
Send us your question by filling out the form below, we will be happy to assist you.

Email *

Question *