Active Listening in the Sales Conversation

Eighteen situational-judgement scenarios on what a salesperson actually heard. Buyers rarely state the thing that decides the deal: it arrives as a hedge, a condition attached to a compliment, a contradiction forty minutes apart, or a silence that follows one specific sentence. This assessment tests comprehension when the seller is under time and commercial pressure, the accuracy of a paraphrase read back to a buyer, and whether the cue the buyer did not say outright was picked up. Scored on partial credit - several distractors are responses experienced sellers give every day.