The Sales Achiever



Assessment On: James Watson
Phone: 405-466-2239
Email: jswatson@noname.com

Position: Sales Representative

Company: Acme Pharmaceuticals, Inc.
Report Type: Pharmaceutical Sales

Assessment Date: 3/13/01



For More Information
Please Contact:

John Saterfiel
Saterfiel & Associates
344 Oak Point Drive,
LaPlace, LA    70068
985-651-2819
email: saterfiel@att.net
web site: www.employment-testing.com
Copyright 1999 Achievement Tec, Inc.



The Sales Achiever
Name: James Watson Date: 3/13/01
Company:Acme Pharmaceuticals, Inc. Page: 1


----- Mental Aptitudes -----
Mental Acuity
Mr. Watson is high in Mental Acuity, indicating he is a fast thinker with an above-average critical thinking ability. Reasoning skills are good, indicating he is able to understand customer or prospect needs and devise a solution to meet those needs quickly and appropriately.

Business Terms
James's knowledge of business terminology is superior, reflecting the probability that he is interested in business matters and has gained experience either through his work or in business classes. He should have no problems discussing business-related matters with customers or prospects.

Memory Recall
Mr. Watson has a superior knowledge of events happening in the world around him and should be strongly aware of competitive trends, as well as the economy's affect on his sales.

Vocabulary
Mr. Watson's language skills are above average, enabling him to communicate effectively with customers, prospects and others. He is capable of highly complex interchanges and will exhibit confidence in his ability to interact with others.

Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company:Acme Pharmaceuticals, Inc. Page: 2

Numerical Perception
James's above-average Numerical Perception score indicates he can process data quickly and carefully. Any calculations he performs in order to write up orders or contracts should be accurate.

Mechanical Interest
James is very interested in machines and the inner workings of mechanical devices. He probably likes working with mechanical equipment and as such, will exhibit an interest in learning any new technology which could be helpful in his sales position.


----- Personality Structure -----

Energy
Mr. Watson has a good level of energy and takes an energetic approach to prospecting and developing new business. He has a high drive level, but is generally able to control his energy level sufficiently to concentrate and remain focused during sales presentations.

Flexibility
James has a good sense of integrity and is an ethical sales rep who is focused on what he wants to accomplish. He will also be flexible and adaptable to change, as well as able to handle multiple job demands and assignments. He is also interested in obtaining customer satisfaction by providing good service. When presenting solutions to customers or prospects, he can be creative or stick with the "tried and true," depending on the circumstances. Even though he will try to generate new solutions to problems, and new ways to use existing applications of products or services, he will be concerned about quality prior to implementing a change. He can be inventive, but will test his new ideas and concepts to be certain any risks involved are minimal.

Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company: Acme Pharmaceuticals, Inc. Page: 3

Organization
Mr. Watson understands the importance of organizing his time and activities, and is usually aware of his priorities. Without being overly rigid in planning, he makes the best use possible of the time and resources available to him to keep his priorities straight and reach his sales goals.

Communication
James is a very interactive, sharing communicator. He can openly share his own ideas, feelings and knowledge with customers and prospects, and express his thoughts easily to people. At times, since he is so open, he may talk too much and not listen as carefully as he should. He thoroughly enjoys a position that requires constant contact with people.

Emotional Dev
Mr. Watson has a good level of self-confidence and self-esteem, but not so much as to be unrealistic. He is willing to wait a reasonable time for sales to close or other results to occur without becoming upset or frustrated.

Assertiveness
James will express his opinions and effectively and professionally defend his products when challenged, but is also willing to consider the ideas and viewpoints of his customers and prospects. He will have the ability to influence others and direct their activities without appearing too aggressive or overbearing.

Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company:Acme Pharmaceuticals, Inc. Page: 4

Competitiveness
Mr. Watson is a team player with a sense of competitiveness, but he encourages synergism. He has a competitive spirit, but will encourage and work towards sales goals which are team-oriented. Although he wants to excel and increase sales, he may be reluctant to compete just to achieve his own goals and desires.

Mental Toughness
James can empathize with customers, prospects and others, but has enough mental toughness to deal with the negative aspects of sales, i.e., sales rejection, having to meet a quota, etc. He can work long or unusual hours without becoming unduly discouraged, and only occasionally will need reinforcement and support.

Questioning /Probing
James is basically trusting, and usually positive and accepting, but not to the point of being gullible. He will probe and look further into the needs or desires of his customers or prospects, but will not appear unnecessarily cynical or questioning.

Motivation
Being motivated by recognition for his achievements, James is willing to take risks if the potential for profit and recognition exists. He will work to increase sales if he believes rewards for doing so will be made available to him.

Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company:Acme Pharmaceuticals, Inc. Page: 5

----- Validity Scales -----

Distortion
Mr. Watson is reasonably fair in assessing his strengths and weaknesses. He has some characteristics that he is not completely happy with and tends not to show others. The validity may be slightly affected by his indirect answers.

Equivocation
He has scored within our acceptable equivocation range.


This report is confidential and is an opinion based on test results and other available data. In the selection process it may count up to one third (1/3) of the decision process along with the interview, reference check, education and experience.


Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company: Acme Pharmaceuticals, Inc. Page: 6

Mental Aptitudes - for Pharmaceutical Sales position
  1  2  3  4  5  6  7  8  9
MENTAL ACUITYSlow Learn
             [......X......]
Fast Learn
BUSINESS TERMSUninformed
             [............X]
Knowledgeable
MEMORY RECALLUnaware
                [.........X]
Aware
VOCABULARYLimited
             [......X......]
Strong
NUMERICAL PERCEPTIONImprecise
                [...X......]
Accurate
MECHANICAL INTERESTIndifferent
             [.........X...]
Interested
Personality Dimensions - for Pharmaceutical Sales position
  1  2  3  4  5  6  7  8  9
ENERGYRestless
          [X.........]
Calm
FLEXIBILITYFlexible
       [.........X]
Rigid
ORGANIZATIONDisorganized
       [......X...]
Planful
COMMUNICATIONReserved
                [...X......]
Interactive
EMOTIONAL DEVImpatient
       [......X...]
Tolerant
ASSERTIVENESSCooperative
          [......X...]
Authoritative
COMPETITIVENESSTeam Player
          [...X......]
Individualist
MENTAL TOUGHNESSSensitive
          [...X...]
Tough
QUESTIONING /PROBINGTrusting
          [...X...]
Skeptical
MOTIVATIONSecurity
          [.........X]
Recognition
Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company: Acme Pharmaceuticals, Inc. Page: 7



Validity Scales - for Pharmaceutical Sales position
  1  2  3  4  5  6  7  8  9
DISTORTIONFrank Answer
 [............X...]
Exaggerates
EQUIVOCATIONChoose Alter.
 [............X...]
Choose Middle


STANINE: The STANINE is a system of measurements which divides the population into nine parts.

NOTE: Areas with dots and brackets ([........]) are of primary importance with the dots and brackets reflecting the most desirable range for an individual to score in to have those characteristics. Areas without dots and brackets are secondary areas that provide additional information regarding the individual.

AREAS OF CONCERN - Scores of 1 or 2 in any of the following dimensions: Energy, Flexibility,
Emotional Development or Mental Toughness are areas of concern.
Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company: Acme Pharmaceuticals, Inc. Page: 8




Leadership Traits Assessment
Introduction



This report section evaluates James's traits in five key areas of leadership:

  • Planning
  • Coaching
  • Facilitating
  • Organizing
  • Staffing

Areas with good leadership traits are identified on the following pages as well as those where training or development would be beneficial.

James may or may not be one of the better people employed in a specific organization. If James is a top performer in your organization, when compared to top performing leaders across America and Canada, this report segment may still highlight areas where development could make the individual a still better leader. Therefore, this Leadership Traits assessment should be reviewed in light of "what could make a good leader even better," with understanding that within human beings, there is always room for improvement.


Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company: Acme Pharmaceuticals, Inc. Page: 9




Leadership Potential
Summary Report
for: James Watson


James has good leadership potential in the following area(s):

  • Planning
  • Organizing
  • Staffing
  • Coaching
  • Facilitating


Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company: Acme Pharmaceuticals, Inc. Page: 10




Sales Traits Assessments
Introduction



This report section evaluates James's traits in key areas of sales:
  • Persistence and consistency
  • Ability to meet and communicate effectively with people
  • Ability to command respect
  • Setting goals to win, excel and achieve
  • Developing rapport
  • Identifying need or desire
  • Presenting product/service to fill prospect's needs
  • Dealing with objections
  • Closing the sale
  • Learning speed & efficiency
  • Changing, growing and learning new concepts and ideas

Areas with good sales traits are highlighted with traits identified in which training or development would be beneficial.

James may or may not be one of the better people employed in a specific organization. If James is a top performer in your organization, when compared to top performing salespeople across America and Canada, this report segment may still highlight areas where development could make the individual a still better salesperson. Therefore, this Sales Traits Assessment should be reviewed in light of "what could make a good salesperson even better," with understanding that within human beings, there is always room for improvement.



Copyright 1999 Achievement Tec, Inc.


Name: James Watson Date: 3/13/01
Company: Acme Pharmaceuticals, Inc. Page: 11




Sales Potential
Summary Report
for: James Watson


James has good sales potential. Strengths Include:

  • Learning speed and Efficiency
  • Persistence and Consistency
  • Ability to meet and communicate effectively with people
  • Ability to command respect
  • Changing, growing and learning new concepts and ideas
  • Developing Rapport
  • Identifying need or desire
  • Presenting Product/Service to fill prospect's needs
  • Dealing with objections
  • Closing the sale

    Yet, further development in the following critical area(s) will be beneficial:

  • Setting goals to win, excel and achieve
    • Copyright 1999 Achievement Tec, Inc.


    Name: James Watson Date: 3/13/01
    Company: Acme Pharmaceuticals, Inc. Page: 12




    Interview Questions
    Introduction




    Following are the interview questions which an interviewer may choose to use in the candidate interview process.


    These interview questions are generated to establish basic traits critical for all employees.


    The interview questions that follow are for a candidate who has prior work experience. In the event the candidate does not have prior work experience, the questions may need to be modified by the interviewer to fit the situation.


    Copyright 1999 Achievement Tec, Inc.


    Name: James Watson Date: 3/13/01
    Company: Acme Pharmaceuticals, Inc. Page: 13




    Development Suggestions
    Introduction



    The following Personal Development Suggestions have been developed to be given to an individual after hiring, should the appropriate supervisor and/or the individual orienting the individual choose to do so.


    The development pages are directed specifically to the individual. The pages can be either removed from the report, or copied, and given to the individual.


    The individual who is supervising, leading, directing or coaching new employees may want to review, as part of the employee's orientation process, the job description and the requirements of the job, and at that same time provide the individual this information to assist them in beginning the job on the most effective and efficient basis.


    These development suggestions provide guidelines for the individual, recommending actions that can be taken on a daily and weekly basis to become more productive.


    Copyright 1999 Achievement Tec, Inc.