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Sales Concepts (U.S.)


Our Sales Concepts test measures your knowledge of selling skills. Designed for experienced sales professionals, this test includes the following topics: Analyzing Business Opportunities, Building the Pipeline and Forecast, Closing, Handling Objections, Prospecting, Sales Essentials, and Sales Presentation.

This test is associated with a Job Role. Please visit the Job Role Center for more details.


Once you request a test, your Personal Identification Number (PIN) will be stored in your My Plan for easy access. You will have 90 days in which to take the test you requested.

Test Outline

Analyzing Business Opportunities
Locating Remaining Gaps
Needs Analysis
Qualify/Disqualify the Opportunity
Building the Pipeline and Forecast
Create a Pipeline and Forecast
Definition of Pipeline
Pipeline or Forecast Determination
Buying Signals
Decision Process
Gaining Commitment
Handling Objections
True Objection
Decision Makers
E-mail as Cold Calling
Gathering Prospect Information
Identifying Prospects
Pre-Call Planning-Benefits
Pre-Call Planning-Objectives
Prospecting and Qualifying by Phone
Sales Essentials
Listening Skills
Situational Awareness
Sales Presentation
In Person Presentation
Marketing Collateral
Product Features and Benefits
Telephone Sales Presentation