Please answer all the questions below (see red alerts).

1. How satisfied are you with your overall sales skills?

   not 1 2 3 4 5 6 very

2. Do you have (and use) an initial interview questionnaire or evaluation form to help you qualify your prospects?

   Yes No

3. How frequently do you complete a printed fact-finder when developing a new case?

   not often 1 2 3 4 5 6 very often

4. How frequently do you seek your prospect's explicit commitment to taking the next step in the sales process?

   not often 1 2 3 4 5 6 very often

5. Buyers often have an informal or formal buying committee to advise them about the purchase of products or services. Do you identify and contact members of this committee before making your presentation?

   not 1 2 3 4 5 6 very

6. Do you use a one-page summary of your clients' needs in your closing interviews?

   Yes No

7. Do you keep regular records of your selling activities, such as CAPS: Contacts, Appointments, Presentations, & Sales?

   Yes No

8. Have you taken any sales assessments that reveal your sales strengths and weaknesses?

   Yes No

9. Have you identified your natural target market?

   Yes No

10. What percentage of time do you work with members of your target market?

    0-20% 21-40% 41-60% 61-80% 81-100%

11. Do you know when and how stress alters your personal sales behavior and performance?

    Yes No

12. Do you set regular sales goals for yourself?

    Yes No

13. How often do you meet your sales goals?

    not 1 2 3 4 5 6 very

Please answer the questions marked in red