On Demand Assessment: ENROLL NOW!!

Duration: 90 Questions

Audience: Telephone and Counter Sales Personnel

Instore Selling CSA

With the rapid changes we have experienced in our industry, we have reached the point where the skills and the knowledge of our employees is a critical difference in developing and maintaining our relationships with our customers. The changes we face include machine design, computerization of componentry, telematics, and the use of exotic materials. Additionally, the technology within dealer management systems continues to progress at a rapid pace with VoIP, AI, and “smart” systems to name just a few.

The comprehensive skills assessment covers all of the topics and subject matter required in the course of performing the telephone and counter sales job function. In assessing this position we have taken the twelve classes involved; teleselling, overcoming objections, instore merchandising, buyers, needs’, parts marketing, preparation, presentation, campaigns and promotions, basic segmentation, territory potential, market capture and customer retention and created an evaluation questionnaire. We have taken the 300 questions, from the pretest and final assessment, from all of the classes offered for Instore Selling. We have taken all of these questions and boiled them down to ninety essential questions. Each question has an answer within a multiple-choice selection.

The results from the CSA, Comprehensive Skills Assessment, categorize the skills and knowledge of the individual being assessed, into one of our three levels of accomplishment: fundamentals, advanced, and professional.

These assessments can be used, in conjunction with background checks and interviews, to screen applicants before they are hired. They should also be used in the annual performance review with each employee. They can even be used as a foundation piece of information related to the wages and salaries paid to the employees. Finally, and this is the genesis of the creation of the comprehensive assessment skills, the assessment has been developed to be used to create a specific employee development program for each employee in the parts and service business teams.