ProfileXT ™
CONFIDENTIAL
SALES PLACEMENT REPORT
Tuesday, March 15, 2011
Sally Sample
Generic (Internal sales)
Synergistic Outcomes
3 Moore Palms
323 Moore Road, Glenwood
Durban, kzn  4001
27 31 201 7917
Pattern Date: 3/15/2011 4:30:19 AM

Introduction	

	

This report provides information about Sally Sample, presented in a manner to help you understand her match with a selected sales position in your organization.

This report reflects the responses provided by Sally Sample when she completed the Profile XT assessment.  Results are illustrated on a scale from 1 to 10.  The darker area on the scale represents the Job Match target pattern selected by the company.  The enlarged segment of the scale shows where Sally scored.  If the enlarged segment is dark, Sally is in the Job Match pattern; if it is light, she is not.  Information about Sally is reported in these six categories:

o	Job Summary Graph – shows the scores attained by Sally and their relationship to the Job Match Pattern for this position.
o	Profile for Thinking Style – Learning index, Verbal Skill, Verbal Reasoning, Numerical Ability, and Numeric Reasoning.
o	Profile for Behavioral Traits – Energy Level, Assertiveness, Sociability, Manageability, Attitude, Decisiveness, Accommodating, Independence, and Objective Judgment.
o	Profile for Interests – Enterprising, Financial/Administrative, People Service, Creative, Technical, and Mechanical.
o	The Total Person – Additional information regarding Sally and the significance of her scores.
o	Interview Guide – Suggested interview questions for acquiring additional information that could be helpful in determining her suitability for this sales position.

Please consult the User’s Guide for additional information on using these results in working with Sally.

Job Summary Graph	

	
Job Pattern: Generic (Internal sales) 

Overall Job Match

79%

Job Match Percentage
76%

Thinking Style 

				5	6	7	8			

Learning Index 

  					6	7	8			

Verbal Skill

  				5	6	7	8			

Verbal Reasoning

  		3		5	6	7				

Numerical Ability

  				5	6	7	8			

Numeric Reasoning

Job Match Percentage
84%

and problem solving potential. 

Distortion 9

Behavioral Traits

				5		7	8	9		

Energy Level

  					6	7	8	9		
 
Assertiveness

  					6	7	8			

Sociability

  				5	6	7				

Manageability

  					6	7	8			

Attitude

  				5	6	7	8			

Decisiveness

  				5	6	7				

Accommodating

  			4	5	6	7				

Independence

  					6	7	8			

Objective Judgment

Occupational Interests

Job Match Percentage
75%

The Job Matching process for Interests is concerned with the top three interests of a Job Match Pattern and how a candidate's top three interests match.  The three top interests for this Pattern are indicated and ranked from top to bottom. 

Interests Ranking

Top three interests for this position

		3								

People Service

  			4							

Enterprising 

  		3								

Financial/Admin

Lowest three interests for this position

		3								

Technical

  				5						

Mechanical

  		3								

Creative

Note: The highlighted scores indicate the three highest interests of this individual.

Profile for Thinking Style	

	

The darker shading represents the Job Match Pattern for the role of this pattern.  The larger box indicates this individual’s score.

Learning Index – An index of expected learning, reasoning and problem solving potential. 

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Verbal Skill – A measure of verbal skill through vocabulary. 

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Verbal Reasoning – Using words as a basis in reasoning and problem solving. 

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Numerical Ability – A measure of numeric calculation ability. 

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Numeric Reasoning – Using numbers as a basis in reasoning and problem solving. 

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76% match with Thinking Style Pattern for the Generic (Internal sales) position.

Sally Sample has a 79% overall match for the Generic (Internal sales) position.

Profile for Behavioral Traits	

	

Energy Level – Tendency to display endurance and capacity for a fast pace. 

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Assertiveness – Tendency to take charge of people and situations. Leads more than follows. 

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Sociability – Tendency to be outgoing, people-oriented and participate with others. 

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Manageability – Tendency to follow policies, accept external controls and supervision and work within the rules. 

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Attitude – Tendency to have a positive attitude regarding people and outcomes. 

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Decisiveness – Uses available information to make decisions quickly. 

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Accommodating – Tendency to be friendly, cooperative, agreeable. To be a team person. 

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Independence – Tendency to be self-reliant, self-directed, to take independent action and make own decisions. 

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Objective Judgment – The ability to think clearly and be objective in decision-making. 

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84% Behavioral Traits Pattern match for the Generic (Internal sales) position.
Sally Sample has a 79% overall match for the Generic (Internal sales) position.

The Distortion Scale Score on this assessment is 9. The Distortion Scale deals with how candid and frank the respondent was while taking this assessment. The range for this scale is 1 to 10, with higher scores suggesting greater candor. 

Profile for Interests	

	
For the Job Match Pattern under consideration, the top three interests in descending order are: People Service, Enterprising, and Financial/Admin.  The other three interests have no impact on this position.  The top three interests for Sally in descending order are: Mechanical, Enterprising, and People Service.  Ms. Sample shares two of these interest areas: People Service and Enterprising

Top three Interests for this sales position

People Service – Indicated interest in activities such as helping people and promoting the welfare of others. 

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Enterprising – Indicated interest in activities associated with persuading others and presenting plans. 

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Financial/Admin – Indicated interest in activities such as organizing information or business procedures. 

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Interests not relevant to this sales position

Technical – Indicated interest in scientific activities, technical data and research. 

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Mechanical – Indicated interest in working with tools, equipment and machinery. 

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Creative – Indicated interest in activities using imagination, creativity and original ideas. 

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When the top three interests are in common, the Job Match Percentage is greater than if there are fewer than three in common.

Sally Sample has an 75% match with Interest Pattern for the Generic (Internal sales) position.

Sally Sample has an overall match of 79% for the Generic (Internal sales) position.

Thinking Style

This part of the report discusses the results for Sally Sample on each of the scales in all three sections (Thinking Style, Behavioral Traits, and Occupational Interests).

Learning Index – An index of expected learning, reasoning and problem solving potential. 

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Job Pattern 5-8        Score 5 

		She is generally adaptive in an intellectual sense.
		Upon completing a new sales training program, Ms. Sample should pick up new selling concepts and techniques easily.
		Her overall learning index is above average and suggests a good potential for quickly learning new sales information.
		Overall, Ms. Sample may be expected to complete a typical sales training program with adequate success.

 

Verbal Skill – A measure of verbal skill through vocabulary. 

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Job Pattern 6-8        Score 6 

		Ms. Sample is comfortable analyzing basic written and verbal information.
		Sally should be capable of learning to apply basic communication principles to new, more complex sales presentations as necessary.
		She demonstrates a level of verbal skill equivalent to most people in the general population.
		Ms. Sample should be able to grasp simple communication principles that apply to the sales process.

 

Verbal Reasoning – Using words as a basis in reasoning and problem solving. 

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Job Pattern 6-8        Score 5 

		Ms. Sample is proficient in the use of words and language.
		She demonstrates adequate, and in some areas, good verbal skill; certain techniques and complexities will need training before she will be comfortable using them in a sales presentation.
		Sally would not be expected to have any difficulty in effectively communicating thoughts and ideas to prospects or clients.
		Ms. Sample probably will assimilate new information with success, commensurate with the general population.

 

Numerical Ability – A measure of numeric calculation ability. 

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Job Pattern 5-7        Score 3 

		She may require a calculator or computer to handle some numerical problems.
		Ms. Sample may initially need extra time in mentally computing numerical information.
		Sally may not have had much recent opportunity to use numbers while selling.
		With training and experience, Ms. Sample should be able to more quickly and accurately carry out mathematical functions as they apply to the job.

 

Numeric Reasoning – Using numbers as a basis in reasoning and problem solving. 

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Job Pattern 5-7        Score 8 

		Ms. Sample demonstrates a strong ability to solve problems of a numerical nature.
		She completes numerical problems with greater success than the general population.
		Ms. Sample works well with numbers and numerical concepts.
		Sally grasps numerical concepts readily.

 

Energy Level – Tendency to display endurance and capacity for a fast pace. 

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Job Pattern 7-9        Score 5 

		On occasions that require extra hours of work, she may feel more stress as the duties of this sales position make demands on her personal time.
		Ms. Sample acts with a sense of urgency, if she takes time to reenergize on occasion.
		She is moderately energetic; her work pace will be stable and methodical for the most part. However, when the workload reaches extremes, you may notice an increase in her response to stress.
		Ms. Sample generally focuses on timely results. However, her pace may lag when attending to several clients at once.

 

Assertiveness – Tendency to take charge of people and situations. Leads more than follows. 

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Job Pattern 7-9        Score 6 

		Ms. Sample is willing to take command of a sales situation more often than relenting to an aggressive negotiator.
		Sally appears to be a fairly assertive individual who achieves sales through leadership. In most cases, she will contribute well in a sales team's discussions, but occasionally her leadership may lead to aggressiveness.
		Ms. Sample is motivated by situations in which she determines the objectives of a sales team.
		She seems to enjoy the opportunity to lead a sales team. However, when she feels strongly about an issue, Ms. Sample may attempt to persuade others in a dominating manner.

 

Sociability – Tendency to be outgoing, people-oriented and participate with others. 

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Job Pattern 6-8        Score 7 

		She prefers to foster team-oriented sales goals and processes, maintaining contact, and keeping up with the issues of common concern with clients.
		Ms. Sample is generally inclined to promote the benefits of teamwork, interacting with a sales team in the process of achieving sales goals.
		Ms. Sample is fairly sociable. She tends to be aware of the necessity for keeping lines of communication open with clients.
		Sally prefers sociable interactions with clients. In situations of high stress, she may become frustrated if interactions with clients become too impersonal.

 

Manageability – Tendency to follow policies, accept external controls and supervision and work within the rules. 

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Job Pattern 5-7        Score 5 

		Ms. Sample would relate to authority in a generally cooperative and compliant manner more often if she appreciated specific procedures more.
		She has an attitude typical of many salespeople regarding authority and rules, with a generally compliant interpersonal style limited by a strong preference for creative thinking.
		Sally demonstrates a generally compliant interpersonal style. She can work within the rules, but prefers as much freedom from restriction as possible when attending to sales goals.
		Ms. Sample may relate to authority in a respectful manner, but must also have the freedom to express personal freedom in her sales duties.

 

Attitude – Tendency to have a positive attitude regarding people and outcomes. 

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Job Pattern 6-8        Score 6 

		Ms. Sample demonstrates a positive attitude regarding the outcome of her sales pursuits in general, occasionally at the expense of pragmatism.
		Sally tends to express positive expectations for the outcome of sales negotiations and deal making.
		She is usually hopeful for positive outcomes as the result of a negotiation.
		Ms. Sample has a tendency to trust prospects and have faith in the outcome of the sale.

 

Decisiveness – Uses available information to make decisions quickly. 

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Job Pattern 6-8        Score 5 

		Sally thinks through the ramifications of her decisions, assuming the time available to close the deal allows for such deliberation.
		She can be effective in sales positions which require timely results while respecting adequate preparations and forethought.
		She can be an expedient decision-maker when given enough time and information, but has difficulty taking decisive action if she feels hurried or unprepared for the sale.
		Sally tends to be a cautious salesperson, preferring to wait for more information before taking action.

 

Accommodating – Tendency to be friendly, cooperative, agreeable. To be a team person. 

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Job Pattern 5-7        Score 7 

		Ms. Sample typically recognizes the need to cooperate with others. She is usually willing to share her resources and information, as long as the sacrifices made do not threaten her primary goals concerned with profitable sales.
		She is usually not inclined to compete for goals that sacrifice the overall plans of the sales team. However, her demeanor will not be so passive or accommodating that she ignores her primary ambitions.
		Ms. Sample tends to have a cooperative outlook, generally prepared to help clients and meet their needs, while maintaining sight of her competitive sales goals.
		Sally is generally cooperative with others, including clients and associates. She is not inclined, however, to sacrifice too much of her time, money, or effort for a profitless or superficial goal.

 

Independence – Tendency to be self-reliant, self-directed, to take independent action and make own decisions. 

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Job Pattern 4-6        Score 7 

		She usually prefers to achieve sales goals independently.
		Sally appreciates the opportunity to conduct sales in a self-reliant fashion, while avoiding a seriously individualistic stance.
		Ms. Sample usually prefers freedom from controls, close supervision, and organizational constraints, but can accept the guidance of a sales manager when the situation demands it.
		Ms. Sample prefers to be trusted to meet her sales commitments without close supervision. On such an occasion, particularly under stress, Ms. Sample may resist managerial intrusion.

 

Objective Judgment – The ability to think clearly and be objective in decision-making. 

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Job Pattern 6-8        Score 8 

		Her judgment and decisions should indicate highly consistent usage of her objectivity.
		Ms. Sample consistently utilizes objective judgment when creating solutions for a client.
		Sally consistently takes an objective stance, based on available data, when solving problems for a client.
		She is highly inclined to make objective judgments, applying experience to current sales situations.

 
Occupational Interests
The Interest section assesses the relative interests between the six interest areas.  The top three interests for Ms. Sample are shown here, along with the top three interests for the Generic (Internal sales) position.  Note that Sally shares TWO top interests with the requirements of this position.

TOP THREE areas of interest for 
Sally Sample.

TOP THREE areas of interest for the position of Generic (Internal sales).

Indicated interest in activities such as helping people and promoting the welfare of others.

People Service 

Enterprising 

Indicated interest in working with tools, equipment and machinery.

Mechanical 

fillColor13421823

Indicated interest in activities associated with persuading others and presenting plans.

Indicated interest in activities associated with persuading others and presenting plans.

Enterprising 

fillColor3407769

Indicated interest in activities such as organizing information or business procedures. 

Indicated interest in activities such as helping people and promoting the welfare of others. 

Financial/Admin 

People Service 

fillColor16763904

Ms. Sample's interests are focused in the Enterprising, Mechanical and People Service themes on the ProfileXT. She appreciates the entrepreneurial aspects of various work settings and working with people motivates her often. Opportunities for seeing the tangible results of her work at the end of the day appear to help drive her efforts.
With Mechanical as her primary area of interest, Ms. Sample is likely to seek out sales activities that involve practical objectives and product utility. If she can contribute to her sales presentation in this way, she is more likely to feel enthusiastic about the sales process. Secondly, she is motivated by the entrepreneurial world of business, as seen in her interest in the Enterprising area. Sales and competition serve to enhance her motivation on the job. Finally, her interest in People Service activities rounds out her interest profile. This may not be the central focus of her interests, but helping a client through sales-related services is likely to enhance the selling experience, nonetheless. 
Notice:  As discussed in the User’s Guide for this product, this job pattern approach to matching individuals to a position provides information of great value and should be an important part of the placement decision.  However, the user is reminded that the results from any assessment should never make up more than a third of the final decision.

Sally Sample scored outside the Job Match Pattern for this sales position.  When interviewing Sally Sample, you should consider the following information: 

THINKING

Verbal Reasoning – Using words as a basis in reasoning and problem solving. 

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Job Pattern 6-8        Score 5 

While Ms. Sample achieved a Verbal Reasoning score comparable to most people, it is below the Job Match Pattern for this sales position. This suggests that her ability to use words as a basis in reasoning is moderately less than the position typically requires. However, she may have no problem with the capability to sell in this challenging area with appropriate training and supervision. Discussions with her should explore whether the requirements of the position may be too challenging for Ms. Sample. 
 
Interview Questions

	Describe a time when you dealt with a miscommunication with a prospect and tell me how you discovered that an error in understanding had been made. Did you make that sale? 

Interviewer Note: 

	If someone tells you how to do a job, but you have never done the work before, how do you show you've heard what was said? 

Interviewer Note: 

	When you are reading directions or a sales proposal, how do you come to a conclusion as to what was intended by the document? What activities in your past have solidified your current performance in this area? 

Interviewer Note: 

	Did you ever work with someone who liked to use unnecessarily complex language, when "plain English" would have worked even better? What did you do about it? 

Interviewer Note: 

	
If you are considering making a job offer, here are additional things to consider:

		Maintain close observation to be certain that verbal information is clearly understood by Ms. Sample, to help overcome any weaknesses in verbal problem solving.
		In some situations, especially with complex sales ideas, Ms. Sample may require additional time to understand the implications. Offer applied explanations of the information as needed.
		Ms. Sample requires additional time to process verbal information. She should limit verbal communications to highly structured and direct content. Review information and ask for clarity in her communications.
		Understanding the deeper meaning of complex ideas may require deliberation and consideration on her part. Observe her effectiveness in solving sales problems verbally and offer assistance through appropriate training.

Numerical Ability – A measure of numeric calculation ability. 

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Job Pattern 5-7        Score 3 

On the Numerical Ability scale, Ms. Sample is below the Job Match Pattern for this sales position. This suggests that her numeric calculation ability is less than the position typically requires and that she could have a problem with figuring data when selling. Discussions with her should determine her potential for training, otherwise the position may be overly challenging and could lead to frustration. 
 
Interview Questions

	When you figure change back from a purchase, do you ever catch an error? 

Interviewer Note: 

	What challenges have you encountered in knowing how to figure out a price or discount that you need, or how to solve a numerical problem? What do you do in these situations? 

Interviewer Note: 

	Some people understand numbers better when they are presented in a graph or picture. Others better understand information that is given in a basic numerical format, as in a spreadsheet of numbers and calculations. Which format for dealing with numerical information best suits you? What do you do when the information is given in the other form? 

Interviewer Note: 

	How do you deal with figuring percentages or fractions when selling? 

Interviewer Note: 

	
If you are considering making a job offer, here are additional things to consider:

		She may become frustrated by tasks involving the calculation of data. Provide sales training in appropriate mathematical areas and give consistent feedback.
		Ms. Sample requires additional time to process numerical information. Provide assistance in the form of available tools to aid in calculations when she is working with a prospect.
		Observe her performance in calculating numerical data. Aid her, as needed, with a mentor or formalized sales training.
		To facilitate her development, you will need to have Sally trained in fundamental mathematics relevant to her selling.

Numeric Reasoning – Using numbers as a basis in reasoning and problem solving. 

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Job Pattern 5-7        Score 8 

On the Numerical Reasoning scale, Ms. Sample is above the Job Match Pattern for this sales position. This suggests that her ability to analyze data as part of the decision making process is greater than the position typically requires and that she may not be sufficiently challenged to maintain her interest and/or level of performance. 
 
Interview Questions

	Describe your methods for expressing complex numerical concepts to those with less training; how frustrating can this be for you? 

Interviewer Note: 

	Have you ever drawn conclusions based on numbers, graphs, or figures that were quite obvious to you, but others had a hard time following? Describe an example. 

Interviewer Note: 

	When discussing trends, production values, or finances do you seem to understand the conclusions more quickly than the other people involved? Describe a situation when this happened. 

Interviewer Note: 

	When making budgetary decisions, can you rapidly see where resources can be reallocated or redistributed? 

Interviewer Note: 

	
If you are considering making a job offer, here are additional things to consider:

		Ms. Sample may be far more proficient in processing numerical information than is required for this sales position. She may experience frustration if not sufficiently challenged, but if little opportunity exists to practice this skill, then focusing on her motivational level may be appropriate.
		To avoid miscommunications when Sally is expressing complex numerical information to prospects, encourage her to utilize proper communication techniques that emphasize a common level of understanding between the client and herself.
		When making budgetary decisions, Sally can rapidly see where resources may be reallocated or redistributed, but may require additional or advanced assignments to make use of this ability and avoid a lack in motivation.
		Ms. Sample is very capable of assimilating numerical data to make sales decisions, but may be frustrated by a lack of challenge in this sales position. Address frustrations and provide ways to challenge her abilities.

BEHAVIORAL TRAITS

Energy Level – Tendency to display endurance and capacity for a fast pace. 

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Job Pattern 7-9        Score 5 

While Ms. Sample achieved an Energy Level score in the mid-range, it is below the Job Match Pattern for this sales position. This suggests that her capacity to demonstrate intensity may be somewhat limited for this position. Discussions with her should ascertain how much energy she tends to demonstrate in highly stimulating sales environments. 
 
Interview Questions

	What kind of experiences have you had involving the demands of multiple sales accounts; how do you typically cope with such situations? 

Interviewer Note: 

	How do you handle the stress when work demands are high and sales deadlines press you to work long hours? 

Interviewer Note: 

	Tell me about a time in which you had to choose between personal priorities and demanding sales goals. 

Interviewer Note: 

	We all have to make decisions on the job about the delicate balance between personal and work objectives. When have you had to make personal sacrifices in order to achieve your sales goals? 

Interviewer Note: 

	
If you are considering making a job offer, here are additional things to consider:

		Provide a structured environment in which to work and maintain short-term goals to help her monitor her effectiveness for achieving long-term sales goals.
		Discussions with her should explore the possibility that the pace of this sales position may sometimes lead to frustration and an eventual reduction in satisfaction and performance.
		Coach her on effective time management techniques and provide occasional rewards for efficient and timely sales results.
		Maintain open communication and observe her energy level, providing opportunities, when possible, for her to gather her reserves. Congratulate her efforts to stay driven and energized in her sales activities.
		Consistently reward her initial efforts to maintain a fast pace, eventually increasing the time between rewards for her extensive hours and energetic performance. If her motivation and energy happen to falter, step back to more repetitive rewards until she adjusts.

Assertiveness – Tendency to take charge of people and situations. Leads more than follows. 

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Job Pattern 7-9        Score 6 

While Ms. Sample achieved an Assertiveness score comparable to most people, it is below the Job Match Pattern for this sales position. This suggests that her willingness to take charge is moderately less than the position typically requires. Discuss how she may adapt to the need for a strong sales presence and the assertiveness needed to close the sale. 
 
Interview Questions

	How do you prefer to express your ideas and sales opportunities to a prospect. 

Interviewer Note: 

	How do you handle a situation in which you may feel a prospect or client is trying to dominate the negotiation? 

Interviewer Note: 

	Describe a recent experience in which you had to choose between being assertive or being diplomatic with a prospect; how did it impact closing the sale? 

Interviewer Note: 

	Give me an example of a situation in which you used your assertiveness to influence a sale. Be specific. 

Interviewer Note: 

	
If you are considering making a job offer, here are additional things to consider:

		Encourage debate and the expression of alternate viewpoints when possible, balanced by more training in standing firm for the right reasons.
		Confront her hesitance to express herself during the sale by encouraging participation in sales meetings and discussing her input afterward.
		When locked in competition with others, she may need feedback concerning her tendency to submit in a high stress sales situation.
		Discussions with her should explore her potential for assertive negotiating.
		Take an active role as a mediator and facilitator for Ms. Sample. In sales meetings, foster her ability to stand firm in conversations with the sales team and prospects as well.

Decisiveness – Uses available information to make decisions quickly. 

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Job Pattern 6-8        Score 5 

While Ms. Sample achieved a Decisiveness score comparable to most people, it is below the Job Match Pattern for this particular position. This suggests that her ability to make quick decisions confidently may be less than the position typically requires and that she could encounter some frustration under high stress situations. Discussions with her should explore Ms. Sample's potential for making decisions in a more timely manner after adequate training is applied. 
 
Interview Questions

	Describe a sales situation in which you had to draw a conclusion quickly and take speedy action. 

Interviewer Note: 

	Describe what kinds of daily decision making for which you have been responsible. 

Interviewer Note: 

	Tell me about a situation in which you understood that it was important to take action without hesitation while closing a sale. What did you do? 

Interviewer Note: 

	How have you handled surprises or sudden crises when working with a customer? 

Interviewer Note: 

	
If you are considering making a job offer, here are additional things to consider:

		Discussions with her should explore her potential for making decisions in a more timely manner after adequate training and analysis.
		When under stress, Ms. Sample tends to make decisions patiently, so emphasize the importance of deadlines and making decisions without extended analysis.
		Provide training in risk management as well as how to handle stress. This should improve the time necessary for Ms. Sample to make snap decisions under pressure.
		If Sally responds poorly to making quick decisions, encourage her by saying that we have to take risks when decisions are required in a timely manner. Build this risk acceptance by providing low risk situations, then building the potential for risk as she adapts.
		Build her enthusiasm to be more decisive by example of your own capacity to act with a sense of urgency, even when under stress.

Independence – Tendency to be self-reliant, self-directed, to take independent action and make own decisions. 

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Job Pattern 4-6        Score 7 

On the Independence scale Ms. Sample is above the Job Match Pattern for this sales position. This suggests that her self-reliance is greater than the position typically requires and that she may become frustrated by the level of supervisory attention inherent in this role. 
 
Interview Questions

	Give me an example of a time in which you openly accepted the advice of a superior and how you implemented his or her suggestions. 

Interviewer Note: 

	Describe a situation in your experience when you required more freedom (less supervision than was offered) to achieve sales success. 

Interviewer Note: 

	Describe your preferences concerning the amount of supervision with which you are comfortable receiving from a sales manager. Explain the ideal situation that produces the best sales you can achieve. 

Interviewer Note: 

	Just about anybody can give a routine, standard answer to common problems; however, the payoff is often in the development of unique solutions to a prospect's objection. Give me an example of one of your unique and novel solutions related to this kind of selling experience. 

Interviewer Note: 

	
If you are considering making a job offer, here are additional things to consider:

		When possible, allow Ms. Sample some breathing room to let off the pressure she experiences from supervisory attention. Remain authoritative without becoming authoritarian so that she may adapt more readily, focusing more on salesmanship than her ability to appreciate your office traditions.
		Reinforce her acceptance of a structured sales environment. Reward her efforts to concede to this structure by allowing some independence in areas of lesser concern.
		Maintain open communication with her to foster a closer supervisory relationship. Listen to her when she appears frustrated by the attentions of a supervisor and recognize her positive performance.
		Handle with care when collaboration and structure are required, but remain authoritative. Encourage a consultative relationship when her independence is contrary to the organization’s sales objectives.
		Discussions with Sally should explore the possibility that this sales position may frustrate her independence and lead to a lowered sense of autonomy and freedom.

OCCUPATIONAL INTERESTS

Financial/Admin – Indicated interest in activities such as organizing information or business procedures. 

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 Administrative duties are favored by those who match the Job Match Pattern for this sales position. However, the activities associated with the Financial/Administrative theme may not motivate Ms. Sample as much as the other salespersons. A little variety on the job that involves tasks, in addition to those of an administrative nature, would probably be more interesting to her. 
 
Interview Questions

	If you work for extended lengths of time on detailed paperwork, how do you maintain your focus for actual selling activity? 

Interviewer Note: 

	What is most frustrating for you about doing paperwork or keeping sales records organized? 

Interviewer Note: 

	How do you feel about a sales job that requires lots of administrative details? 

Interviewer Note: 

	How do you encourage yourself to keep interested when working with numbers and data, especially when doing sales paperwork? 

Interviewer Note: 

	

 
Important

Should you determine Sally is a good fit with your organization and you are going to place her in a sales role, be sure to generate a Sales Management Report on Sally. This report will provide excellent coaching recommendations to facilitate her professional development and maximize her value to your organization.  This report is provided at no charge.