Salesperson

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Salespeople often confuse making a presentation with solving customers problems, i.e., they talk too much and listen too little. This particular position required the salesperson to learn an extensive amount of information about the product, analyze details about each prospect’s market, prepare a targeted sales presentation and make a sales call.

System Summary*:

A thorough job analysis to identify success/failure competencies
Behavioral Screening Questions (with desirable/undesirable answers) on the three key competencies identified by job analysis
A full behavioral interview (with desirable/undesirable answers) covering remaining job competencies combined with data from an AIMS profile looking for matching attitudes, interest and motivations
Successfully completing a multi-tasking survey
Successfully completing a structured data gathering simulation
Successfully completing a structured presentation simulation
Successfully completing a structured sales simulation
Validation methods: Content and Criterion

* This system represents one client’s preferred approach to reducing their hiring problems by thoroughly evaluating one-on-one interpersonal skills. It may or may not apply to your organization.