SJT Sales
The SJT Sales measures how someone handles commercial challenges, customer contact, and persuasion moments. Candidates view 8 situations in video format, each followed by 5 possible responses that they must individually evaluate for appropriateness.
The video clips make the test realistic and particularly suitable for roles where body language and non-verbal communication play an important role.
The test evaluates three core competencies:
- Customer-oriented action – putting the customer at the center, responding specifically to needs and providing tailored advice
- Persuasion – inspiring the customer, building trust and using arguments appropriately
- Persistence – staying focused on the goal, even when facing resistance or criticism
Additionally, the report provides insight into two typical sales profiles:
- Hunter – actively approaching new customers
- Farmer – building relationships with existing customers
In sales, it’s about more than just achieving targets. It’s also about how someone:
- builds relationships with customers
- handles rejection or objections
- responds to commercial opportunities
- presents themselves and the product persuasively
This SJT provides insight into those behavioral components in a way that goes much deeper than a traditional interview. The video format gives candidates the opportunity to fully immerse themselves in the situation and base their judgment on real context, tone, and interaction.
The report provides standardized scores (stanine 1–9) on three competencies:
- Persistence
- Customer-oriented action
- Persuasion
Additionally, the report contains scores for the personal sales profile:
- Hunter
- Farmer
Each score is explained with:
- Feedback text – concrete description of current behavior
- Development advice – tips for further growth in the competency
- Graphical representation – visual score position relative to the norm group
The report can be used in selection contexts, development assessments, or coaching programs.
No single test perfectly predicts how someone will function in a job. What you can do is intelligently combine tests that each measure something different — so you gather as much relevant information as possible, without overlap or test fatigue. This increases the incremental validity: the added value of a test on top of the others.
Recommended combination with the SJT Sales:
- Reasoning test (abstract, verbal or numerical)
→ measures cognitive capacity: logical, verbal and/or numerical thinking.
→ indicates what someone can handle in terms of complexity and learning ability. - Personality questionnaire (MAPS)
→ provides insight into stable behavioral preferences such as assertiveness, persistence and empathy.
→ helps explain why someone acts in a certain way in sales situations.
Through this combination, you get a complete picture of someone’s sales potential: from thinking ability to behavioral style and effective action in context.
- In selection the test provides an objective view of how candidates handle typical sales situations. You gain insight into their ability to understand customer needs, communicate persuasively, build relationships and deal with resistance or pressure. This increases the chance that you hire salespeople who not only achieve targets, but also build sustainable customer relationships.
- In learning & development the test can be used as a baseline measurement at the start of a sales training or commercial development program. You clearly map the strengths and development points of the participants, so that training and coaching align optimally. A repeated measurement also shows what progress has been made.
Measures customer orientation, persuasiveness, and persistence
Realistic video simulations of sales situations
Includes hunter and farmer profile for role matching
Dutch, French
Suitable for all education levels
Situational judgment test (SJT) – video format
8 situations, each with 5 responses to evaluate
Price per administration: €55




















