 |
|
Sales Orientation: 
The goal of this assessment is to identify people who are socially aggressive,
exhibit a take-charge attitude where they like to influence others,
and have the confidence to deal with others when there is social ambiguity
and the possibility of rejection. They are usually achievement oriented, feel
responsible for their own successes and are often socially demonstrative about
their successes (e.g., display the trappings of success which is related to ego
needs as they seek the success image). They are not reliant upon others for
direction, support or motivation but are more internally driven. Often their
strong social skills are secondary to their desire to influence others and sell
their product. They are independent (need little external structure) and have
less need to join organizations (i.e., entrepreneurial) or work on teams. This is different from CUSTOMER SERVICE where they exhibit a strong motivation to help others and meet the needs of CUSTOMERS as they define them. Salespeople drive from their PRODUCT (opposed to stated customer needs) and assume that a shopper or client may/may not have an interest in any particular item (making a purchase at that time) but your goal is to help identify their unstated needs and make a sale. The assumption is that if a person is shopping, they are probably interested in purchasing (rather than just looking) so the goal is to meet those expectations even if the customer is indecisive. |
TraitSettm Benefits
|
| Home: Ready-to-work: Work Ethic - Integrity: Sales Potential: Customer Service: Leadership: Work with Numbers: Antagonistic Behavior: |
SALES ORIENTATION TraitSettm DEFINITIONS 1) Assertion:
People who are assertive are more willing to stand up for their views and are
not afraid to overtly deal with conflict. This scale is a continuum that runs
from passive (active avoidance of conflict) to aggressive (potential ӣreatorԠ
of conflict). Salespeople do not want to create conflict but must not be afraid
to deal with objections, indecisiveness or even criticism.
2) Confidence:
Those who score high on this scale cannot be shaken in either
their confidence (e.g., by rejection) or in the
product they represent. They feel confident in their own abilities that
they can discern a potential need, show the product benefits, counter the
objections and close the sale.
3) Achievment:
The primary goal in sales is not to develop relationships but to identify a potential
selling opportunity and either move on or achieve results. Therefore, a good sales candidate is less
driven by relationships (e.g., customer service) and more by achieving results, i.e. making sales and making money.
4) Initiative/Risk-taking:
Sales is not where you wait for something to happen but you take charge of the
situation and make it happen. You must have the initiative to step up to
a potential opportunity and define a positive outcome. Additionally, since a
ӳaleԠmay not be the customerҳ stated agenda, there is an element of
risk/rejection that you must feel at ease dealing with.
5) Independence:
Successful salespeople know that sales situations are unique and there are many
types of customers and situations. You must be capable of providing your
own structure, not be afraid of doing it on your own, and you must have the
fortitude and confidence to deal with a lack of social structure.
6) Egoist Dynamic:
Someone who scores high on this scale is driven by
their confidence because their self-esteem is based on
their ability to do something well. They want to be the best at whatever they do
and take great personal pride in their success. They are not casual in accepting
a mediocre performance but push to personally excel. They are competitive and
like to be a winner. They identify with their successes as this often defines
who they are (e.g., a very successful salesperson).
6) Leader Dynamic:
This person is very motivated by taking control of a social situation and not
necessarily by helping others. Their goal is to take charge
and achieve their agenda. This does not suggest they are socially offensive but
the driver is not for the customer to define the setting but rather to
get the customer to make a purchase.
|
 |
|
| Copyright 2004©. All rights reserved. | |