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Take the Free Sales Aptitude Assessment

Complete the 10 core questions below to test your sales instincts.

Question 1: A customer walks onto the lot, looks around, but seems hesitant. What is the most effective opening strategy?

A. "Hi! Welcome to Autocareer Automotive. I'm here to answer any questions whenever you are ready. Take your time." B. "Welcome to the dealership! Are you looking to buy today or just browsing?" C. "Tell them about our huge weekend discount promotion online to get them excited?" D. "Hi! Are you in a hurry?"

Question 2: A customer is highly resistant to sitting inside a vehicle, acting quiet and anxious during a presentation. What should the salesperson do?

A. "Convince them to enter the driver's seat to break the ice and build excitement." B. "Acknowledge the hesitation gently, step back, and give them control over what feature they want to explore next." C. "Assume they are wanting to leave and pivot away to look for another lead." D. "Ask them why they are anxious and if there is anything you can do?"

Question 3: During a conversation, a candidate asks multiple questions about the vehicle's long-term financing instead of the car features. What trait does this show?

A. "They are trying to see if the salesperson can make discounts." B. "They are highly payment-conscious and require numbers structured clearly early in the process." C. "They do not care about features or safety metrics at all." D. "They are ready to write an immediate check without looking at inventory."

Question 4: A buyer states that the target vehicle is about $45 per month over their absolute budget limit. What is the best strategy?

A. "Tell them $45 is not that high over a standard multi-year auto lease." B. "Ask if dropping the pricing will help seal the deal." C. "Inform them that high-quality vehicles require high-quality financial sacrifices." D. "Reframe the $45 gap into a manageable $1.50 per day metric and continue."

Question 5: A customer states: 'I like this car, but I promised myself I would think about it for a few days before pulling the trigger.' What is the best response?

A. "I completely respect that. What specific areas can we review together right now to make sure you have absolute confidence in your decision when the time comes?" B. "If you leave, this vehicle may not be here when you make your decision." C. "Thinking about it usually means a 'Maybe'. Let's just finalize the paperwork now." D. "No problem. Here is my card, call me whenever you feel ready."

Question 6: A customer brings an internet printout from a private seller that is listed $1,500 cheaper than your dealership lot price. How do you defend your price?

A. "Tell the customer that private web sellers are not trustworthy." B. "Build up the value of dealership reconditioning, certified component inspections, title safety, and warranty." C. "Match the private seller pricing to get their business now." D. "Walk away from the deal because price is the customer’s only consideration."

Question 7: When presenting a highly advanced safety or entertainment feature to a completely non-technical buyer, what method works best?

A. "Detail the Feature, its operational Advantage, and the direct Benefit to their everyday lifestyle." B. "Read a technical specification from the manual to the customer." C. "Show it to the customer and then move on." D. "Focus entirely on how futuristic the aesthetic looks."

Question 8: What is the primary function of a trial close, such as asking 'How does the legroom feel to you?' during a presentation?

A. "To trick the consumer into an agreement early." B. "To move on to the next product walkaround if they give a positive reaction." C. "To avoid discussing price, payment or trade." D. "To take a temperature check on customer buy-in and readiness before hitting the negotiation desk."

Question 9: The numbers are printed on the desk, but the customer is freezing up and hesitating on the signature line. What close is most appropriate?

A. "Give them time to think." B. "Ask a less threatening close, like how do you want the vehicle titled." C. "Step away from the office until they sign on their own." D. "Ask them why they are hesitant?"

Question 10: You approach a customer on the lot and he says "Leave me alone!" How will that affect your next customer?

A. "I will be hesitant on approaching my next customer." B. "I will not let it affect me at all." C. "I will get with my Manager and find out what I did wrong?" D. "I will take time to consider what I could have done better."

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Assessment Results

Here is how you scored on your automotive sales evaluation.

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Jim Fisher's Automotive Sales Masterclass

Complete your training modules and final exam to earn your certification badge for hiring managers.

Quiz Result: 100% (Passed)

Module 1: Introduction, Greeting & Selection Qualifiers — Completed ✓
Module 2: Demonstration Ride & The Road to the Sale — Completed ✓
Module 3: Closing Room Strategy & Handling Objections — In Progress
Module 4: Prospecting & Building Your 720-Name List — Not Started
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