SALES ATTITUDE QUESTIONNAIRE

On the following pages are statements about you, your job and the company you work for. We would like to know how you feel about each of these statements, to what extent you agree or disagree with each one.

This is an attitude questionnaire – it is NOT a test. There is no right or wrong answer, only your personal opinions.

Here is how you should record your responses. First, read each statement and decide how you feel about it. Then answer by clicking in one of the circles on the answer sheet. Five different reactions are possible.


Strongly Agree ……… Fill in SA
Agree ……… Fill in A
Undecided ……… Fill in U
Disagree ……… Fill in D
Strongly Disagree ……… Fill in SD

For example, suppose one of the statement is:

I don't think my job amounts too much in this company.

If you Strongly Disagree with this statement – if in your opinion your job amount to a great deal in this company – you should click the circle SD. If on the other hand you Agree with the statement, you should click the circle A. You should click the circle that best indicates your personal reaction to each statement. If you can't decide or if you are Uncertain, you should click the circle corresponding to U.

Work rapidly and respond to each statement.



Name Company
Position Department

SA = Strongly Agree A = Agree U = Undecided D = Disagree SD = Strongly Disagree

1. Increasing sales is the most urgent problem which our company faces. SA A U D SD
 
2. We could do a much better selling job if there was more support from management. SA A U D SD
 
3. I always feel that I have personally lost a sale when my customers do not buy. SA A U D SD
 
4. Although I would like to see the company succeed in reaching its sales goals, I'd be fooling myself if I thought that, what I do can make much of a difference. SA A U D SD
 
5. We will all benefit and be more successful if our company sales volume increases. SA A U D SD
 
6. I would like to develop new sales techniques as a way of improving my selling performance. SA A U D SD
 
7. It may be possible to make the salespeople produce more sales, but many of us are not going to like it. SA A U D SD
 
8. Most customers don't like it when a salesperson asks questions and makes suggestions when they know what they want to buy. SA A U D SD
 
9. All of our people will benefit from additional training in sales techniques. SA A U D SD
 
10. Sales is not the most important thing which the company should be working on. SA A U D SD
 
11. The company is committed to do whatever is needed to increase sales. SA A U D SD
 
12. I feel obliged to do whatever it takes to meet the company's sales goals. SA A U D SD
 
13. I have no real control over whether the sales go up or down as an individual person. SA A U D SD
 
14. No matter how much the sales increase in this company, it will not help the salespeople like me. SA A U D SD
 
15. I might be able to increase our sales if I adopt some new selling techniques, but I prefer to work under less pressure in a more relaxed atmosphere. SA A U D SD
 
16. Salespeople take great pride in their work when they are producing more sales. SA A U D SD
 
17. If you are selling a more expensive product you may need to use advanced sales techniques, but at our level it's mostly a matter of taking orders. SA A U D SD
 
18. In our business, a well trained salesperson can usually play a critical role in helping the customer make a decision. SA A U D SD
 
19. We don't really need to do anything to increase sales in this company as it is high enough at the moment. SA A U D SD
 
20. If you make more effort to do a better job selling, you get the full support of the company. SA A U D SD
 
21. Increasing sales may be important to our company, but it is not my personal responsibility. SA A U D SD
 
22. Although I am only one person in a large company, my success in increasing sales can have an important influence on whether or not the company is successful. SA A U D SD
 
23. Increasing sales is a fine idea, but unfortunately at this company it will not make life much better. SA A U D SD
 
24. I'm prepared to change my approach to selling if it will lead to more sales. SA A U D SD
 
25. A company that really cares about selling its products is a company that salespeople will work for with enthusiasm. SA A U D SD
 
26. You must actively take the lead from greeting the customer to closing the sales to be an effective salesperson. SA A U D SD
 
27. If salespeople know their products and prices they can usually do an acceptable job without further training in selling. SA A U D SD
 
28. At this company it is essential that we increase our sales volume so that we can improve our financial position. SA A U D SD
 
29. Our company is talking more than doing, when it comes to increasing sales. SA A U D SD
 
30. If I have to constantly think about the company's sales targets, I won't be able to do my job the way I should. SA A U D SD
 
31. Together with other salespeople, we could make the company more successful if we become more effective in our selling effort. SA A U D SD
 
32. Everyone at this company will be much better off if the effort to increase sales succeeds. SA A U D SD
 
33. Sometimes I can see ways in which we could increase sales, but I don't try these new ideas. SA A U D SD
 
34. When a company becomes concerned about increasing sales, it usually means that things will be tougher for the salespeople. SA A U D SD
 
35. As a salesperson I have a responsibility to help my customers decide what they should buy. SA A U D SD
 
36. With only a few exceptions, the salespeople at this company don't need any additional training. SA A U D SD
 
37. The company could be much more effective in sales if management listened more to our ideas. SA A U D SD