Persuasion- In order to be a highly profitable sales representative in the medical industry, the most important element of the job is persuasion. The representative must be able to switch from both retailers, to physicians, to consumers and understand their different needs and communicate accordingly to complete a sale. It is necessary for them to create, change, and reinforce opinions of the new product in order to get it into the market and increase market penetration.
Active Listening- To reinforce their ability to persuade others, they must be active listeners. A sales representative must hear what their clients are saying regarding their needs and be able to use that information to make an argument in a positive light for their product. …show more content…
The different tests will identify different KSAOs and some will overlap to increase validity.
The personality test
Conscientiousness will focus on the active listening aspect of a sales representative. Scoring highly in conscientiousness will show that the applicant can be meticulous and extremely vigilant in their work, doing so will increase their chances of picking up on key nuances of the client and increase their sales.
Extraversion will focus on persuasion as well as public speaking skills. In the personality test, questions focusing on how they would respond in situations and how they currently behave or prefer to act, would give TechMark to get a sense of how they would interact with a client. Would they really sell the product or just walk away? The extraversion test would let the reviewer see if they have a true sales …show more content…
If they test highly for openness to experience they will be more willing to try a new product and become invested in a new product and thus want to get others invested in this new product. With their openness to experience they will be more willing to try to entice other to get Spectrum Band on their shelves and on their wrists, they will create better sales pitches and understand a greater variety of customer needs.
The Cognitive/Mental Ability Test will measure the applicant’s ability to do basic customer and personal service skills that they have learned throughout their life and especially during their undergraduate career. The test should reflect day to day challenges sales representatives currently face to increase validity. Based on the applicant’s scores on this test TechMark can tell if they will be able to handle a client or if they will need to pass on this applicant because they are currently do not have the basic sales knowledge that TechMark needs them to have to start selling a complex ecosystem of
Active Listening- To reinforce their ability to persuade others, they must be active listeners. A sales representative must hear what their clients are saying regarding their needs and be able to use that information to make an argument in a positive light for their product. …show more content…
The different tests will identify different KSAOs and some will overlap to increase validity.
The personality test
Conscientiousness will focus on the active listening aspect of a sales representative. Scoring highly in conscientiousness will show that the applicant can be meticulous and extremely vigilant in their work, doing so will increase their chances of picking up on key nuances of the client and increase their sales.
Extraversion will focus on persuasion as well as public speaking skills. In the personality test, questions focusing on how they would respond in situations and how they currently behave or prefer to act, would give TechMark to get a sense of how they would interact with a client. Would they really sell the product or just walk away? The extraversion test would let the reviewer see if they have a true sales …show more content…
If they test highly for openness to experience they will be more willing to try a new product and become invested in a new product and thus want to get others invested in this new product. With their openness to experience they will be more willing to try to entice other to get Spectrum Band on their shelves and on their wrists, they will create better sales pitches and understand a greater variety of customer needs.
The Cognitive/Mental Ability Test will measure the applicant’s ability to do basic customer and personal service skills that they have learned throughout their life and especially during their undergraduate career. The test should reflect day to day challenges sales representatives currently face to increase validity. Based on the applicant’s scores on this test TechMark can tell if they will be able to handle a client or if they will need to pass on this applicant because they are currently do not have the basic sales knowledge that TechMark needs them to have to start selling a complex ecosystem of