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Job skill test · free, with answers

Sales Aptitude Test

This test checks the skills sales interviewers probe most: prospecting and qualifying, pipeline stages, handling common objections, and the quick maths of conversion rates, targets, weighted pipelines and commission. Each objection question has one clearly best response, and the explanation says why the others are weaker. It suits sales executives, insurance agents, property agents and financial advisors. There are 25 questions and a 20-minute limit.

  • 25 questions
  • 20 minutes
  • 10 easy · 10 medium · 5 hard

Topics: Prospecting · Pipeline · Objection handling · Sales communication · Sales maths · Sales ethics

Start the test ↓ See answers
Answer key: all 25 questions with answers and explanations

  1. 1. What is prospecting in sales?

    1. A. Finding and reaching out to potential customers who may need what you sell
    2. B. Negotiating the final price with a customer
    3. C. Handling complaints after the sale
    4. D. Delivering the product to the customer

    Answer: A. Finding and reaching out to potential customers who may need what you sell

    Prospecting is the first stage of selling: identifying potential buyers and starting a conversation through calls, referrals, events, messages or visits. Negotiation, after-sales service and delivery come later.

  2. 2. What is the difference between a lead and a qualified prospect?

    1. A. There is no difference
    2. B. A lead has already bought from you
    3. C. A prospect has been qualified: they have a real need, can buy and are open to talking; a lead is simply a contact who may be interested
    4. D. A prospect is a competitor’s customer

    Answer: C. A prospect has been qualified: they have a real need, can buy and are open to talking; a lead is simply a contact who may be interested

    A lead is any possible buyer, such as a name from a form or an event. Once you confirm need, ability to buy and willingness to engage, they become a qualified prospect worth more of your time.

  3. 3. In the BANT framework for qualifying a prospect, what does BANT stand for?

    1. A. Brand, Audience, Network, Target
    2. B. Buy, Ask, Negotiate, Talk
    3. C. Benefit, Action, Next step, Trust
    4. D. Budget, Authority, Need, Timeline

    Answer: D. Budget, Authority, Need, Timeline

    BANT checks whether the prospect has the Budget, whether you are talking to someone with Authority to decide, whether there is a real Need, and what the Timeline for buying is.

  4. 4. Which is the usual order of stages in a B2B sales pipeline?

    1. A. Closing → proposal → prospecting → negotiation → qualification
    2. B. Prospecting → qualification → needs discovery and presentation → proposal → negotiation → closing
    3. C. Proposal → prospecting → closing → qualification → negotiation
    4. D. Qualification → closing → prospecting → proposal → negotiation

    Answer: B. Prospecting → qualification → needs discovery and presentation → proposal → negotiation → closing

    You find potential buyers, qualify them, understand their needs and present a solution, send a proposal, negotiate terms, then close. Stage names vary between companies, but this sequence is standard.

  5. 5. A salesperson worked 300 leads last quarter and closed 24 sales. What is the lead-to-sale conversion rate?

    1. A. 8%
    2. B. 12.5%
    3. C. 24%
    4. D. 7.2%

    Answer: A. 8%

    Conversion rate = sales ÷ leads × 100 = 24 ÷ 300 × 100 = 8%. In other words, about 1 in every 12.5 leads became a sale.

  6. 6. Your target is 30 sales this quarter and your lead-to-sale conversion rate is 6%. How many leads do you need?

    1. A. 180
    2. B. 300
    3. C. 500
    4. D. 360

    Answer: C. 500

    Leads needed = target sales ÷ conversion rate = 30 ÷ 0.06 = 500. Check: 6% of 500 = 30 sales. 180 comes from wrongly multiplying 30 × 6.

  7. 7. 20% of your calls turn into meetings, and 25% of meetings turn into sales. How many calls do you need to make to close 10 sales?

    1. A. 50
    2. B. 200
    3. C. 400
    4. D. 100

    Answer: B. 200

    Work backwards. Meetings needed = 10 ÷ 0.25 = 40. Calls needed = 40 ÷ 0.20 = 200. Check: 20% of 200 = 40 meetings, and 25% of 40 = 10 sales.

  8. 8. A salesperson earns 5% commission on sales. This month they sold ₹8,00,000. What is the commission?

    1. A. ₹4,000
    2. B. ₹40,000
    3. C. ₹80,000
    4. D. ₹16,000

    Answer: B. ₹40,000

    Commission = 5% × ₹8,00,000 = 0.05 × 8,00,000 = ₹40,000. A quick check: 1% of ₹8,00,000 is ₹8,000, and 5 × ₹8,000 = ₹40,000.

  9. 9. A commission plan pays 4% on the first ₹5,00,000 of sales and 7% on sales above ₹5,00,000. What is the commission on sales of ₹7,00,000?

    1. A. ₹49,000
    2. B. ₹28,000
    3. C. ₹34,000
    4. D. ₹35,000

    Answer: C. ₹34,000

    First slab: 4% × ₹5,00,000 = ₹20,000. Second slab: 7% × (₹7,00,000 − ₹5,00,000) = 7% × ₹2,00,000 = ₹14,000. Total = ₹34,000. ₹49,000 wrongly applies 7% to everything, and ₹28,000 applies 4% to everything.

  10. 10. Your quarterly target was ₹12,00,000 and you achieved ₹9,00,000. What percentage of target did you achieve?

    1. A. 75%
    2. B. 25%
    3. C. 133%
    4. D. 90%

    Answer: A. 75%

    Achievement = actual ÷ target × 100 = 9,00,000 ÷ 12,00,000 × 100 = 75%. 25% is the shortfall, and 133% divides the wrong way round.

  11. 11. Your annual target is ₹60 lakh. After 7 months you have achieved ₹33 lakh. What average monthly sales do you need for the remaining 5 months to hit target?

    1. A. ₹5 lakh
    2. B. ₹4.71 lakh
    3. C. ₹5.4 lakh
    4. D. ₹6.6 lakh

    Answer: C. ₹5.4 lakh

    Remaining target = ₹60 lakh − ₹33 lakh = ₹27 lakh. Months left = 12 − 7 = 5. Needed per month = 27 ÷ 5 = ₹5.4 lakh. ₹4.71 lakh is your average so far (33 ÷ 7), and ₹6.6 lakh is 33 ÷ 5.

  12. 12. A team closed 24 deals worth ₹18,00,000 in total. What is the average deal size?

    1. A. ₹7,500
    2. B. ₹80,000
    3. C. ₹60,000
    4. D. ₹75,000

    Answer: D. ₹75,000

    Average deal size = total revenue ÷ number of deals = ₹18,00,000 ÷ 24 = ₹75,000. Check: 24 × ₹75,000 = ₹18,00,000.

  13. 13. Your pipeline has three deals: ₹4,00,000 at 50% probability, ₹6,00,000 at 25% and ₹2,00,000 at 90%. What is the weighted pipeline value?

    1. A. ₹12,00,000
    2. B. ₹5,30,000
    3. C. ₹4,00,000
    4. D. ₹6,50,000

    Answer: B. ₹5,30,000

    Weighted value = each deal × its probability, added up: ₹4,00,000 × 0.5 = ₹2,00,000; ₹6,00,000 × 0.25 = ₹1,50,000; ₹2,00,000 × 0.9 = ₹1,80,000. Total = ₹5,30,000. ₹12,00,000 is the unweighted total.

  14. 14. A product sells for ₹50,000 and costs the company ₹40,000. If you give a 10% discount on the selling price, by what percentage does the profit on that sale fall?

    1. A. 10%
    2. B. 25%
    3. C. 50%
    4. D. 5%

    Answer: C. 50%

    Profit before discount = ₹50,000 − ₹40,000 = ₹10,000. Discounted price = ₹45,000, so profit = ₹5,000. Profit falls by ₹5,000 ÷ ₹10,000 = 50%. A small discount can cut a large share of the margin.

  15. 15. A prospect says, “Your price is too high.” What is the best response?

    1. A. Offer a bigger discount straight away
    2. B. Acknowledge the concern, ask what they are comparing it with, then show the value that matters for their needs
    3. C. Tell them good quality always costs more and they should know that
    4. D. Thank them and end the conversation

    Answer: B. Acknowledge the concern, ask what they are comparing it with, then show the value that matters for their needs

    Price objections often mean the value is not yet clear or they are comparing with something different. Asking a question uncovers the real concern so you can respond to it. Instant discounts cut margin and signal the price was padded, lecturing sounds arrogant, and giving up loses the deal.

  16. 16. At the end of a good meeting, the prospect says, “I need to think about it.” What is the best response?

    1. A. Say “Sure” and wait for them to contact you
    2. B. Push them to sign today by inventing a deadline
    3. C. Agree, ask what specifically they want to think over, address it, and fix a clear next step with a date
    4. D. Email a brochure and move on to other prospects

    Answer: C. Agree, ask what specifically they want to think over, address it, and fix a clear next step with a date

    “I need to think about it” usually hides an unspoken concern. A respectful question brings it out, and a dated next step keeps the deal moving. Waiting passively lets it go cold, false urgency damages trust, and a brochure does not address the concern.

  17. 17. A prospect says, “We already have a supplier.” What is the best response?

    1. A. Point out everything that is wrong with their current supplier
    2. B. Ask what they like about their current supplier and what they would improve, then show where you could add value
    3. C. Say “Okay, thanks” and end the call
    4. D. Promise to beat the current price by any amount

    Answer: B. Ask what they like about their current supplier and what they would improve, then show where you could add value

    Questions about what works and what could be better reveal gaps you can fill without attacking their choice. Criticising the current supplier makes the prospect defensive, giving up wastes the contact, and open-ended price promises can create loss-making deals.

  18. 18. On a cold call, the prospect says, “Just send me an email.” What is the best response?

    1. A. Send a generic brochure and wait for a reply
    2. B. Refuse and keep pitching until they agree to a meeting
    3. C. End the call without saying anything more
    4. D. Agree, ask one or two questions so the email covers what matters to them, and agree when you will follow up

    Answer: D. Agree, ask one or two questions so the email covers what matters to them, and agree when you will follow up

    Agreeing respects the request, and a couple of quick questions make the email relevant rather than generic. Agreeing a follow-up time gives you a reason to call back. A generic brochure is usually ignored, and pushing on annoys the prospect.

  19. 19. Which of these is an open question that helps uncover a prospect’s needs?

    1. A. Are you happy with your current supplier?
    2. B. Do you have a budget for this?
    3. C. Can we meet on Tuesday?
    4. D. What challenges are you facing with your current process?

    Answer: D. What challenges are you facing with your current process?

    Open questions start with words like what, how or why and invite a detailed answer. The other three can be answered with a simple yes or no, so they reveal much less about the prospect’s needs.

  20. 20. A laptop has a 30-hour battery. Which statement expresses a benefit rather than a feature?

    1. A. You can get through two full working days without looking for a charger.
    2. B. It has a 30-hour battery.
    3. C. It uses lithium-ion cells.
    4. D. It comes in three colours.

    Answer: A. You can get through two full working days without looking for a charger.

    A feature is what the product has; a benefit is what it means for the customer. “Two working days without a charger” translates the 30-hour battery into a real-life gain. The other options only describe the product.

  21. 21. What is cross-selling?

    1. A. Persuading a customer to buy a more expensive version of the same product
    2. B. Selling to a competitor’s staff
    3. C. Selling at a discount to clear stock
    4. D. Offering a related, complementary product, such as a laptop bag with a laptop

    Answer: D. Offering a related, complementary product, such as a laptop bag with a laptop

    Cross-selling adds a complementary product to the purchase. Moving the customer to a higher-priced version of the same product is upselling. Discounting and selling to competitors are unrelated.

  22. 22. When is the best time to ask a customer for a referral?

    1. A. After they have received the value you promised and have said they are happy
    2. B. On the first cold call
    3. C. Before you have given them a price
    4. D. Never; referrals should come without asking

    Answer: A. After they have received the value you promised and have said they are happy

    Customers refer people when they have had a good experience, so ask once results are visible and satisfaction is clear. Asking before you have delivered anything feels presumptuous, and never asking leaves an easy source of warm leads unused.

  23. 23. What should you do after a productive first meeting with a prospect?

    1. A. Wait for the prospect to call you
    2. B. Send the contract without discussing terms
    3. C. Call several times a day until they respond
    4. D. Send a short recap within a day, with the points agreed and the next steps and dates

    Answer: D. Send a short recap within a day, with the points agreed and the next steps and dates

    A prompt recap shows professionalism, confirms you understood their needs and keeps momentum with agreed next steps. Waiting lets interest fade, an unrequested contract feels pushy, and repeated calls irritate.

  24. 24. A customer insists on a policy or product that does not fit the needs they have described, and it pays you a higher commission. What should you do?

    1. A. Explain honestly why it may not suit their needs, recommend the option that fits, and record the advice given
    2. B. Sell it, since it is the customer’s choice and pays more
    3. C. Tell them the better-suited option is out of stock
    4. D. Sell them both to be safe

    Answer: A. Explain honestly why it may not suit their needs, recommend the option that fits, and record the advice given

    Suitability comes first, especially in insurance and financial products. Honest advice, a suitable recommendation and a record of what you said protect the customer and you. Selling an unsuitable product for commission, lying about availability or selling both are forms of mis-selling.

  25. 25. Last quarter you won 18 deals and lost 42 deals. What is your win rate?

    1. A. 43%
    2. B. 18%
    3. C. 70%
    4. D. 30%

    Answer: D. 30%

    Win rate = deals won ÷ (deals won + deals lost) × 100 = 18 ÷ 60 × 100 = 30%. 43% wrongly divides won by lost (18 ÷ 42), and 70% is the loss rate.

How this test is scored

Each correct answer scores one mark, with no negative marking, so your score is out of 25. For objection questions, read why the other options are weaker, since interviewers ask you to explain your choice.

On the result screen, below 50% means the topics need more practice, 50–75% is a good base to build on, and above 75% means you are ready for questions like these. These bands are for your own practice only.

How to prepare

  • Practise working a funnel backwards: from a sales target to meetings, calls and leads needed, using your own conversion rates.
  • Prepare a response to the four common objections: price, “I need to think about it”, “we already have a supplier” and “send me an email”.
  • Rewrite five product features as customer benefits for the product or service you want to sell.
  • Know your last target, achievement percentage and average deal size, as interviewers often ask for them.
  • Rehearse a two-minute mock call where you ask open questions before presenting anything.

Tests are one part of the process. Read the interview preparation guide and practise answering out loud with the free interview practice tool.

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FAQ

Questions about the Sales Aptitude Test

It checks whether you can find and qualify buyers, move a deal through the pipeline, handle objections without pressure or discounting, and do quick calculations on targets, conversion rates and commission. Many companies use a short test like this before or alongside a role-play interview.

A discount given immediately cuts your margin, suggests the original price was padded and teaches the buyer to push harder. It may still be part of a deal later, but first you need to understand what the buyer is comparing against and show the value that matters to them.

Yes. Prospecting, objection handling, follow-up and funnel maths apply directly. Insurance and investment roles also expect advice to be suitable for the customer’s needs, which is why the test includes an ethics question on mis-selling. Pair this test with the product knowledge your regulator or employer requires.

Say the formula out loud, show each step and state the answer with units, such as rupees or percentage. Interviewers care about clear reasoning under pressure as much as speed, so checking your answer with a quick reverse calculation is a good habit.

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