Vocational Analysis for Sales Position (Sample)

Name: John Frank File #: 25002 Date: 12-15-2004
Requested by: The EXC Corporation

Interpretation of scores:
7.5    -   10.0      =    very high
5.5    -    7.4       =    high
4.5    -    5.4       =    average
2.5    -    4.4       =    low
0.0    -    2.4      =    very low

	v. high	high	average	low	v.low
Sales aptitudes 5.7 (high)
Ability to inform customers about product/services. Presentation.			5.2
Adaptability, ability to adjust to different people and situations.		5.8
Aspirations, sales drive, drive to succeed through own efforts.		5.5
Assertive without being overbearing.			5.3
Calls on people, goes to the prospect. Cultivates own leads.		5.8
Competitive. Innate desire to win. Sense of rivalry for top place.	7.6
Creative resourcefulness. Seeks better ways to accomplish sale.		6.3
Determined to succeed, follows through until sales is completed.	7.5
Economic motivation, profit-minded. Good money sense.		5.5
Effective thinker. Able to learn product and sales knowledge.			5.4
Enthusiastic. Eager, dynamic personality. Inspires customers.		5.6
Empathy. Able to perceive clients' need.			5.0
Generosity. Focus on what he can do for client.				4.4
Healthy energy level, stamina. Able to work diligently, enduring.		5.5
Organizational ability. Plans efficiently. Effective use of time			5.4
Persistent in the face of obstacles, not easily discouraged.		5.6
Persuasive. Able to convince customer to make buying decision.		5.5
Progressive. Willing to take new approach, risk to win.		5.5
Self-confident. Believes in self. Does not take rejection personal.		5.6
Will power. Self-directive ability. works well on his own.		5.5

Problem areas		5.7
Independent. May ignore company rules and regulations.		5.8
Evasive about matters he does not wish to discuss or reveal.		5.5
Self-centered, egotistical. Ignores customers' needs.		5.9

Comments:

Mr. Frank’s sales approach would be that of a star performer. At heart a lime lighter and showman, he thrives on being center stage. His dress, manner and general style would probably be impeccable but at times somewhat overdone.

Adaptable and versatile, he can relate to customers with the flexibility of a good actor. While Mr. Frank does not really like people he shows a good deal of superficial cordiality.

With a flair for highlighting product benefits, he can put across a sales argument to advantage or strike a responsive chord with a customer.

In his interviews, Mr. Frank is likely to demonstrate assertiveness and an ability to exert control and influence over others. While this may be an asset in many circumstances he may need to be careful that he does not intimidate his prospects.

Most sales people consider cold calling the most unpleasant of all sales activities. Mr. Frank seems to have the willingness and intent to make things happen. He likely will prospect steadily and systematically.

Being highly competitive, Mr. Frank probably enjoys outmaneuvering the competition. Mental ability and resourcefulness help him to compete in ways other than on price comparison alone. Envisioning benefits that the competition does not think of may give him an edge on a sale. Sales managers may like him because he pushes for orders even where he is not particularly liked.

Determination is one of Mr. Frank’s key traits. It would compel him to follow through on what he starts, calling back on prospects until he is satisfied that he has done all he can to sell them. It would also mean that he has the self-discipline to keep up with the paper flow and prepare reports on time and in detail.

Mr. Frank is a profit-minded. He likely measures his sales success by the bottom line, based on dollars ultimately generated. He would develop cost estimates carefully and competitively.

Mr. Frank seems to have a great attitude and much enthusiasm for what he does. Being a natural promoter, he would promote the EXC Corporation enthusiastically, and not just during the hours he is paid to do so.

Mr. Frank is eager to learn new things, particularly what to do in various selling situations. His attitude seems to be: If he gets just one idea he can implement profitably from a book, tape, website, or training program, he comes out ahead of the game.

Mr. Frank may not always be as supportive with his customers as they want him to be. He is a very self-centered individual and often lacks empathy with the clients’ problems, the solution of which could help him to close sales.

Also, he is not a generous person. Being careful with company time and resources he may seem to put a price tag on customer service. On the other hand, customers would know that he would not try to sell them what they don’t need.

With strong organizational skills he would plan presentations, phone calls or follow-up calls so as not to waste the company’s or the customers’ time. Energy and stamina enable him to deal with the stress and physical requirements of the job.

Mr. Frank is single-minded in his approach and fellow sales people may find him a poor team player. Determined to succeed, he goes after a sale even if he has to use controversial tactics or go around company policies. But it would be difficult to discuss such matters with him because he is adroit in avoiding issues he does not want to discuss and sidestepping the unwelcome topic.

Without doubt, Mr. Frank is a salesman at heart. As a self-starter, he does not need to be prodded to make a sale. He believes in himself and in his ability to succeed. Not discouraged by rejection, he is able to put the rebuff into perspective and continue with a positive frame of mind.

Being independent, he would handle selling in his own way. Acting as if company rules don’t apply to him, he is little affected by criticism or praise, and most likely would continue to follow his own strategies. He may unwittingly lead some of his fellow salesman into an appreciation of the methods resulting from his own independent approach.

The combination of traits shows that most likely Mr. Frank would be a successful salesman - if the company and the sales department are willing to accept him on his own terms.

I. Q. INFORMATION:

I. Q. Score: 114 (± 2.5)

(Ability to learn from experience, to acquire and retain knowledge, to respond quickly and successfully to new situations, to use reason in solving problems and directing conduct).

Explanations:

I. Q.

70 - 80        mental state of borderline deficiency
80 - 90        low normal" intelligence
90 - 110       considered "normal"
110+             generally required for college entrance
120+            classified as superior
130+            considered necessary to acquire a Ph. D.
140+            spoken of as having ability of "genius"

Important: One should be careful in using an I. Q. score as the sole indicator for a person's ability. Under stress, a person will not test as high as at another time.
Moreover, a person with a high I. Q. may be impractical in real life situations. Therefore, I. Q. should be considered in relation to other scores.

These are the findings and interpretations made by the application of the principles of graphology, made without bias and without prejudice and without liability to the analyst. This analysis was prepared for vocational purposes only and only factors directly related to the job have been discussed. The results embodied in this report should not be substituted for other vital information such as that obtained from interviews, references or review of previous job performance. This information is provided as an aid toward understanding the personality of the individual and is based upon probability.
Opinions based on facsimiles copies are qualified and subject to verification by the examination of the original writing.

End of report.

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