ED 107 965 CR 004 178 Kitzmiller, Charles C.; And Others An … · 2014-01-14 · ED 107 965....

ED 107 965

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DOCUMENT RESUME

CR 004 178

Kitzmiller, Charles C.; And OthersAn Analysis of the Industrial Sales Occupation.Ohio State Dept. of Educatioh, Columbus. Div. ofVocational Education.; Ohio State Univ., Columbus.Trade and Industrial Education InstructionalMaterials Lab.Office of Education (DREW),; Washington, D.C. .

[75] \

134p.; For related documents, see CE°004 160-177, CE004 179-206, CE 004 2'63-268, and CE 004 425-427

MF-$0.76 HC-$6.97 PLUS POSTAGECommunication Skills; *Industry; *Job Analysis;Knowledge Level;. Merchandising; *Occupa TonalInformation; Safety; *Sales Occupations; alesWorkers; Skill Analysis; Skill Development; *TaskAnalysis; Task Performance; Work' Attitudes

ABSTRACT,The general purpose of the occupational analysis is,7-

to provide workable, basic information dealing with the many andvaried duties performed in the industrial sales occupation. Thedocument opens with a brief introduction followed by a jobdescription. The'bulk of the document is presented in table form.Eight duties are broken down into a number of tasks and for each taska two-page table is presented, showing on the first page: tools,equipment, materials, objects acted upon; performance knowledge(related also to decisions, cues and errors); Safety--hazard; and onthe second page: science; math--number systems;-and communications(performance modes, examples, and skills and concepts). The dutiesinclude: introducing new items; analyzing customers' needs;performing sales presentation; negotiating and completing terms ofsales contract with customer; determining results by followupcontact; contacting and servicing existing and prospective customers;deielopinq and implementing sales promOtion and product propotionplan; and writing reports. The appendix briefly covers safety 4ndhazards, math -- number systems, and a behavioral science code dealingwith work attitudes and personal qualities. (BP)

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AN ANALYSIS OF THE INDUSTRIAL SALES OCCUPATION

Developed By

Charles C. KitzniillerD.E. Teacher-CoordinatorBoardman High SchoolYoungstown, Ohio

, Robert P. RizzoD.E. Teacher-CoordinatorWooster High SchoolWooster, Ohio

Kenneth MacLarenConsultantD.E. Supervisor for Toledo SchoolsNeapolis InvestorsToledo, Ohio

Occupational AnalysisE.P.D.A. Sub Project 73402

June 1, 1973 to December 30, -974Director: Tom Lt.Hindes,

Coordinator: William L. Ashley

The Instructional Materials LaboratoryTrade and Industrial Education ,

The Ohio State University

"The activity which is the subjectof this report wao supported inwhole or in part by the U.S. Officeof Education, Department of Health,Education, and Welfare. However,the opinions expressed herein donot reflect the position or policyof the U.S. Office of Education,and no official endorsement by theU.S. Office of Education should beinferred."

Foreword

Preface

TABLE OF CONTENTS

Acknowledgment

Job Description

Duties

A Introducing New Items 1

B Analyzing Customers'Needs 19

C Performing Sales Presentation 31

D Negotiating and Completing Terms of Sales Contract with Customer. . 53 ,,

E Determining Results byFollo4-141 Contact 71

F Contacting and Servicing Existing and Perspective Customers . . 85

G Developing and Implementing Sales Promotion and -Product, Promotion Plan 103,

i Writing Reports 115

Appendix 129

FOREWORD

The occupational analysis project was conducted by The Instructional Materials

Laboratory, Trade and Industrial Education, The Ohio State University in con-

junction with the State Department of Education, Division of Vocational Educa-

tion pursuant to a grant from the U.S. Office of Education.

The Occupational Analysis project was proposed and conducted to train voca-

tional educators in the techniques of making a comprehensive occupational

analysis. Instructors were selected from AgricultUre, Business, Distributive,

Houietconomics and Trade_and-IndtiStrial Education to gain experience in

developing analysis documents for sixty-one different occupations. Represen-

tatives from Business, Industry, Medicine, and Education were involved with

the vocational instructors in conducting the analysis process.

The project was conducted in three phases, Phase one involved the planning

and development of the project strategies. The analysis process was based ,

on sound principles of learning and behavior. Phase two was the identifica-

tions selection and orientation of all participants. The training and work-

shop sessions constituted the third phase. Two-week workshops were held

during which teams of vocational instructors conducted an analysis of the

occupations in which they had employment experience. The instructors were

ass ted by both occupational consultants and subject matter specialists.

The project resulted in producing one hundred two trained vocational instruc-

tor capable of conducting and assisting in a compreheniive analysis of

various occupations. Occupational analysis data were generated for sixty-one

occupations. The analysis included a statement of the various tasks performed

in each occupation. For each task. the following items were identified:

tools and equipment; procedural knowledge; safety knowledge; concepts and

skills of mathematics, science and communication needed for successful per-

formance in the occupation. The analysis, data provided a basis for generating

instructional materials, co'irse outlines, student performance objectives,

criterion measures as well as identifying specific supporting skills and

knowledge in the academic subject areas.

PREFACE ,

In the initial undertaking of, this occupational analysis as it would apply to an industrial

salesperson* the main concern was with a-comprehensive procedural analysis; yet at the sametime concentrating the analysis to that which is unique to industrial sales. When one speaks

in reference to purchasing, one speaks in reference to one basic marketing function. When

one speaks in reference to buying and selling new and used cars, one speaks of one essential

product. In the area of industrial sales, one refers to thousands of different productfunctions, required knowledge, and supportive duties. Thus-) the essential problem at the

outset was to do an occupational analysis as it would be unique only to industrial sales.

This is one of the underlying points which needs to be kept upppermost in the mind-Of-the

reader.

The approach to this analysis was to eliminate those duties, tasks, performances or knowledgecommon'tolaples_as it exists on the consumer product or retail level. For purposes of this

analysis, it is assumed that one is aware of the common knowledge and techniques found in' every-day selling situations on the retail or consumer level.

This analysis begins where this type of selling ends. Again, this occupational analysis isconcerned with emphasis on those particular and unique activities as they are encountered by

the industrial salesperson. Thus, an analysis would not be done in the areas of approaching

or greeting the customer. There is extensive analysis on cost estimations, negotiations and

introducing new product lines. It was agreed this approach would allow this occupationalanalysis to be distinguishable in its own right-and eliminate the confusion with other types

of selling.

What developed from this approach is to be found in the following pages. It is the hope of

these writers that the reader will not only find a comprehensive and cohesive analysis, but

one which will prove beneficial and meaningful in its own right; in its own place; within

a given classroom situation.

*, It is assumed here that the reader is aware'of those distinguishable characteristics.

ACKNOWLEDGMENT

We Wish to acknowledge the valuable assistance rendered by the followingsubject matter specialists. They provided input to the vocational instruc-tors in identifying related skills and concepts of each respective subjectmatter area and served as training assistants in the analysis process duringthe two-week workshops.

Rollin M. Barber, PsychologyThe Ohio State UniversityColumbus, Ohio

Jodi Beittel, CommunicationsColumbus, Ohio

Diana L. Buckeye, MathematicsUniversity of MichiganAvon Lake, Ohio

Rick Fien, ChemistryThe Ohio State UniversityBeachwood, Ohio

N.S. Gidwani, ChemistryColumbus Technical InstituteColumbus, Ohio

Bruce A. Hull, BiologyThe Ohio State UniversityColumbus, Ohio

Donald L. Hyatt, PhysicsWorthington High SchoolWorthington, Ohio

Glenn Mann, CommunicationsColumbus, Ohio

Jerry McDonald, Physical SciencesColumbus Technical InstituteReynoldsburg, Ohio

Colleen Osinski, PsychologyColumbus Technical InstituteColumbus, Ohio

David Porteous, CommunicationsUniversity of ConnecticutColchester, Connecticut

James A. Sherlock, Communications.Columbus Technical InstituteColumbus, Ohio

Jim VanArsdall MathematicsWorthington High SchoolWorthington, Ohio

Lillian Yontz, BiologyThe Ohio State UniversityCaldwell, Ohio

The following individuals are acknowledged for their organizational assistance inidentifying and coordinating the vocational instructors and consultants in Distributive-Education.

Cathy Ashmore, DirectorDistributive Education Instructional

Materials LaboratoryColumbus, Ohio

James R. GleasonIndian Hills High SchoolCincinnati, Ohio

Acknowledgment is extended to the following I.M.L. staff members for their role inconducting the workshops; editing, revising, proofing and typing the analyses.

Faith Justice Research AssociateSheila Nelson Administrative AssistantMarsha Opritza Editorial Consultant

Rita Buccilla Typist

Peg Bushelidan TypistCarol Fausnaugh Typist

Mindy Fausnaugh TypistRita Hastings TypistCarol Hicks Typist

Sue Holsinger Typist

Barbara Hughes Typist

Carol Marvin Typist

Patti Nye Typist

Kathy Roediger Typist

Mary Salay Typist

JOB DESCRIPTION

Every industrial salesperson must thoroughly know the company he/she represents and the products,that his/her company produces. The job may be to handle one-time sales, to introduce new products,to keep orders for' established items coming in, or to see that the clients get the best posssibleresults with the products. He/she may also do a combination of these things. The manner in whichthe salesperson performs the duties depends to a large extent on whether one sells technicalproducts to business and industry or non-technical products for resale to the general public.

Salespersons of industrial products usually sell merchandise that Industry will use in its ownbusiness rather than for resale. This merchandise may be machinery or electronic equipmentdesigned to make the company's operation more efficient, or it may he raw materials and partswhich will be used in the finished product the company sells. Some'salespersons sell fairly

standardized items and do not need to be college graduates. However there are instances where

salespersons who sell to business and industry will find technical training' useful. They must

know a great deal about their company's products and policies. They must also have -a considerable

knowledge of salesmanship.

After, the sale has been made and the equipment is installed one may instruct the customer's ownemployees in the operation and maintenance of the eq ipment, also may make frequent return visitsto be sure that the product sold is working satisfactorily.

Salespersons spend most of their time getting ordersestablished lines. They try to increase the size ofsalers merchandise current stock successfully. .

from their regular customers for alreadythese orders constantly by helping whole-

Often in industrial sales, one teaches the representatives of the various companies about products 1

and special promotions. At times, he/she holds conferences with the wholesale salespersons toencourage them to promote the sale of particular products.

The industrial salespersons needs to have a good backgiound in the economics of wholesaling-khe

necessaryimargins of profits; budgetary controls, warehousing, inventory control, salescompensation, and sales management. This knowledge enables him/her to help the wholesaler andclients to correct weaknesses and exploit strengths to their mutual benefits. He/she advises

the wholesaler and client on such problems as credit and pricing, as well as provide such

services as complaint adjustments.

JOB, DESCRIPTION (CON'T)

Another aspect to the marketing of industrial products is sales promotion in which'theindustrial salesperson rarely sells anything but instead tries to promote sales bysupplying merchandising advice and servixes.

He/she displays good will-by- helping the retailer sell more products and by adviCing onpublicity opportunities, store layouts, displays, exhibits, special events, and diredtmail and Other advertising media. The industrial salesperson explains the services offeredby his/her company, such as in-store demonstrations, special displays; and salestraining.

Although industrial salespersons spend most of their time with-customers, there are alsomany non-selling activities connected with their Jo They must make up lists of prospects,schedule appointments, plan work schedules, ha le sales correspondence, and keep expenseaccounts. They must spend time reading co any and business publications and studying pricelists and descriptions of new products.- They m st keep informed about new developments intheir field and about cdnditions)n--their terra ory. They are also expected to write reportson the sales made, sales pr,pedts, competitors products, and credit ratings of theircustomers.

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Duty A Introducing New Items1 Up-date and maintain current product line catalogs.2 Distribute available current literature3 Interpret new product description(s) to customer4 Demonstrate new product lines5 Suggest auxiliary equipment and material6 Inform customer:of,new technological changes7 Examine competitor's products8 Handle objectiobs

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Personal qualities

Exhibit capacity 'to ascertain personal qualities of

client\ (skili , knowledge,, character, flexibility,

learns

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expectations; to engender clear statement of rational;

to listen openly and attentively (without bias) in the

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.imagination

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Human considerations

Grant appropriate' regard for customer's unique needs,

exhibit capacity to ascertain best service fo

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particular party type request, show and describe

facilities with appropriate speed and clarity,

communicate pride .in establishment, maintain regard

for differing views on maximum efficiency of the

operations

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Organization

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'diction, persuasion, denotation/

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Manufacturer publication (s)

Industrial salesperson's created

literature

Agency or organizational literature

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Visit client

Mail literature

Invite client to firm

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needs

Use most appropriate approach to

contact customer

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approach

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Exhibit capacity to ascertain personal qualities of

client (skills, knowledge, character, flexibility,

learning capacity); to foster trust; to accurately

reflect business operation environment and job

expectations; to engender clear statement of rational;

to listen openly and attentively (without bias) in the

communication process; and to exhibit qualities of tact,

poise, consideration, graciousness, and imagination

Professionalism

Maintain capacity to foster trust; to foster

confidentiality; to foster cooperation; to generate

integrity; to cope with conflict behavior; to function

efficiently when encountering fast changing, multiple,

personal or situational variables; and to exhibit',

qualities of self-confidence, self-control, self-'

reliance, selfrespect, and adaptability

Physical, emotional, and-mefiral considerations

Concentration,.mental alertness, mental quietude,

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Use of-Numbers

Counting

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Ordering

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Ratio

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of expression, Dress, Poise, Usage, _

Comprehension, Detail/Inference, Infor-

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reports, Physical experiment,

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Description of mechanism, Terminology

Concentration, Note taking

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Written materials and literature

Audio-visual equipment and materials

Mock -ups

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Prepare written and/or oral presenta-

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Identify, product fe4tures and benefits

which are unique and different

from existing lines and competitors

lines

Delivel presentation to client

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Professionalism (see appendix)

Human considerations (see appendix)

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Basic human inhibitions

Excessive preoccupation with past experiences

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Conditions for healthy and growth-directed job performance

Awareness of one's changing emotional states; Capa-ity

to maintain open-mindedness and composure in the far

seemingly different, eccentric or clashing values

expressed behaviorally or verbally

,.

Physical, emotional, and mental considerations

Comfort, safety, physical, emotional

and intel4ctual

health, attention; concentration, mental clarity,

organization

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Rational Numbers

Fundamental Operations (Calculation)

Basic Arithmetic Skills and Concepts

Use of Courting De

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Basic k

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kills and Concepts

Basi

Algebra Skills and Concepts

Bagic Geometry SKills and Concepts

Basic Trigonometry Skills and Concepts

Basic Probability Skills and Concepts

Basic Statistical Skills and Concepts

Basic Logic

As it may apply:

Dependent on nature and use of product

Status and competency of client or audience

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Math - Number Systems (see appendix)

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Terminology, Diction, Implying, Enunci-

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sion, Denotation/Connotation, Logic,

Gestures, Dress, Facial and body

features, Poise, Usage


mational reports, Recommendation re-

ports

Auditory discrimination, Detection of

propaganda devices, Discriminate fact

from non-facts, Recognize opinions,

Concentration, Logic, Note taking


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Set up presentation equipment

Safety and Hazard (see appendix)

St "rategic part of the product

Check out equipment

Auuia- visuel products

Physically demonstrate product

Simulations

Entertain respondents questions

Mock -ups

Review highlights of presentation

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Physical, emotional, and-menial considerations

Physical, emntionai

and intellectual health, Attention,

Observatinn: Concentration, Mental alertness, Mental

quietude, Mental clarity, Organization


ExcessiVe anticipation of expected events; Excessive.

preoccupation with past experiences, Excessive attachment

to fixed-projected time sets (e.g....schedules, appoint-

ments, deadlines); E.,:cessive attachment to personal value

se's which inhibit open interpersonal communication

Conditions for healthy and growthdirected job performance

Awareness of one's unlimited intellectual activities;

Capacity to perceive, quickly integrate, and function

well in the face of unexpected situational variables

Fundamental Operations (Calculation), Use of Numbers'

(without calculation), Set of Real Numbers, Basic Arith-.

metic Skills and Concepts, Use of Computing Devices and

Mechanical Aids, Basic Measurement Skills and Concepts,

Basic Algebra Skills and Concepts, Basic Geometry Skills

and Concepts, Basic Trigonometry Skills and Concepts,

Basic Probability Skills and Concepts, Basic Statistical

Skills and Concepts, Basic Logic [Physically demonstrate

product)

As it may apply:




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Auditory discrimination, Discriminate

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ions, Concentration, Logic,- Word

definition

Visual analysis, Describing, Recogni-

tionof symbols, codes, emblems

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Auxiliary

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Determine customer needs

Suggest equipment and materials

Handle objections

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Ovitrload customer in inventory

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Failure to suggest at all

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Determine method of approach

Clistomer reaction

Determine techniques to use in

Budget uf client

making suggestions

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Determine appropriate quantity and

Customer needs

number of equipment and materials

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ProfessiiinAUM (see appendix).

Human-cfrgiderations (see appendix)

Physical;,emotional, and mental considerations

Attention, Observation, Concentration, Mental alertness,

Mental quietude, Mental clarity, Organization

Basic human inhibitions (see appendix)


Awareness of one's changing emotional states; of

changing physical states; of unlimited intellectual

activities; of diverse, intuitive (creative) capacities;

to perceive, quickly integrate, and function well in the

face of unexpected situational variables; and to main-

tain open-mindedness and composure in the far seemingly

different, eccentric, or clashing values expressed 1

behaviorally or verbally

FundaMental Operations (Calculation), Use of Numbers

(without calculation), Set of Real Numbers, Basic Arith7

metic Skills and Concepts, Use of Computing Devices and


Basic Algebra Skills and Concpets, Basic Geometry Skills



Skills and Concepts, Basic Logic [In handling objections,

determining customer needs, reinforce suggestions]

As it may apply:



Math - Number Systems

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PLE

S

Verbal persuasion

Conversation

SK

I LLS

/CO

NC

EP

TS


ation, Clari'y of expression, Persua-


Gestures, Facial and body features,

Dress, Poise, Usage

Discriminate facts from non-facts,

Recognize opinions, Concentration.

Logic, Word definition, Note taking

11

(TA

SK

ST

AT

EM

EN

T)

INFORM CUSTOMER OF NEW TECHNOLOGICAL CHANGES

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

2:1

SA

FE

TY

HA

ZA

RD

Client

Trade journals

.

Industry periodicals and publica-

tions

Samples

Testimonials:

Documentation

r

Supportive data

-

.

.

Question customer on current opera-

tional methods

Highlight product features and benefits

Present product relating to current

or projected needs

Meet objections

0

Supply client with written data and

supportive documentation

Create vehicle for client to be

trained and educated in the

technological change

,


.

.

.

DE

CIS

ION

S_

CU

ES

ER

RO

RS

Technique and methodology of inform-

ing client

How much information to provide

Size and nature of operation

Client's background within industry

.

Wrong amount of information (too much

or too little)

(TA

SK

ST

AT

EM

EN

T)

INFORM CUSTOMER OF NEW TECHNOLOGICAL CHANGES

SC

IEN

CE

.

Ak

MA

TH

NU

MB

ER

SY

ST

EM

S.


-


Human consideration (see appendix)


Attention, Observation, Condentration, Mental alert-

ness, Mental quietude, Mental clarity, Organization

Basic human inhibitiond (see appendix)

Conditions for healthy and growth - directed job perfor-

mance

'

Awareness of one's diverse, intuitive (creative)

-

capdtities; Capacity to 'maintain open-mindedness and

composure in the far seemingly different, eccentric

or'clashingvalued expressed behaviorally or verbally;



,

Set of Real Numbers [As'applied'to new product features and

benefits], Use of Numbers (without calculation), Funds-

mental Operations (Calculation), ,Basic Arithmetic Skills

and Concepts, Use of Computing Devices and Mechanical

.Aids, Basic Measurement Skills and Concepts, Basic

.

Algebra Skills and Concepts, Basic Geometry Skills and

Concepts, Basic Trigonometry Skills and Concepts, Basic

Probability Skills and Concepts, Basic Statistical

Skills and Concepts, Basic Logic

As it may apply:



Math - Numbers Systems (see appendix)

.

CO

MM

UN

ICA

TIO

NS

-

PE

RF

OR

MA

NC

E-M

OD

ES

,

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

SSpeaking

,,,

----

'

Listening

-

Verbal presentation

Interpret objections

,


ation, Clarity of expression,

Persuasion, Denotation/Connotation, -

*

Logic, Gestures, Dress,.Facial and

body features, Poise, Usage

,,



from non -fact; Redognize opinions,

Concentration, Logic, Word definitlmw

and Note taking

------

21'

,

..

2413

(TASK STATEMENT)

EXAMINE COMPETITORS' PROM CT(S)

TOOLS, EQUIPMENT, MATERIALS,

OBJECTS ACTED WON

PERFORMANCE KNOWLEDGE

SAFETY

HAZARD

25

CompetitorP product(s)

.

Competitors' operational procedure

Research and development

Identify competitors and products

Seek out location,of product

Buy product where applicable and test'

or use

Observe product in operation

_


DECISIONS

CUES

ERRORS

Determine competitors' strengths and

Share of the market segment of

weaknesses

competitors

Determine best potential market'

Improper analysis

Failing to recognize competitors or

competitors' product lines

EXAMINE COMPETITORS' PRODUCT(S)

SC

IEN

CE

I

.M

AT

HN

UM

BE

R S

YS

TE

MS

Personal qualities\

Exhibit capacity to listen openly and attentively

(without bias) in this communication process; Exhibit

capacity of tact, poise, consideration, graciousness,

and imagination

Professionalism

Exhibit qualities of self-confidence, self-control,

self-reliance, self-respect, and adaptability


Comfort, caution, safety, physical, emotional

and

intellectual health, attention, observation, concen

tration, mental alertness, mental quietude, mental

clarity, oorganization


Conditions for healthy_and growthdirected job performance

Awareness of one's diverse, intuitive ;creative)

capacities

..

Set of Real Numbers, Use of Numbers (without calculation),

Fundamental Operations (Calculation), Basic Arithmetic

Skills and Concepts, Use of Computing Devices and



and Concepts, Basic rigonometry Skilli-and Concepts,

Basic Probability Sk lls and Concepts, Basic,Statistical

Skills and Concepts

Basic Logic [as applicable to

analysis]

.,

As it may.applv:

Dependent on nature and use, of product


1-

Math - Number SysteMs (see appendix)

CO

MM

UN

ICA

TIO

NS

.

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

S

Reading

Listening

Viewing

.

Comprehension of data

Presentations

_

Illustration

Comprehension, Speed/Rate, Detail/In

ference, Informational reports, Re-

commendation reports: Physical

experiment, Description of mechanism,

Terminology

Auditor

discrimination, Discriminate

facts from non-facts, Concentration*--

_.---

Logic, Noise discrimination

Visual analysis, Recognition of symbols

and codes, emblems

15

24;

(TA

SK

ST

AT

EM

EN

T)

HANDLE OBJECTIONS

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D W

INN

.P

ER

FO

RM

AN

CE

KN

OW

! ED

GE

."A

SA

FE

TY

HA

ZA

RD

_

Client or customer

.

,

.

.

_

.

,

Repeat objection in order to clarify

and understand

Counteract objection by converting into

a selling point

.

.

.

.,

.

.; 1

..

.

.

.

DE

NS

ION

SC

UE

S.

.E

RR

OR

S

Decide technique to employ in

counteracting objection

Determine whet and when to anticipate,

objections

_

.

.

Client's statements, lack of response

Client's attitude

..-

.

.

Failure to recognize objection when

encountered

Down grading competitors' product(s)

Arguing with customer

P

(TA

SK

ST

AT

EM

EN

T)

HANDLE OBJECTIONS

SC

IEN

CE

..,.

MA

TH

NU

MB

ER

- S

YS

TE

MS



Human consideration (see appendix)


Observation, Concentration, Mental alertness, Mental



Excessive anticipation of expeCted events


Excessive preoccupation with fantasy

Excessive attachment to fixed-projected tine sets

(e.g. schedules, appointments, deadlines)

Excessive attachment to personal value sets which

inhibit open interpersonal communication

Excessive mental activity to the complete exclusion

of intuitive body expressions



Skills and Concepts, Us: of Computing Devices and


11

Basic Algebra Skills and Concepts, Basic Geometry Skills,


Basic Probability.Skills'and Concepts, Basic- Statistical

Skills and Concepts, Basic Logic [as applicable to con-

version]

As it may apply:

,,




.

,

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

S,

SK

ILLS

/CO

NC

EP

TS

',

Listening

,

Speaking

Viewing

Conversation

Verbal persuasion

.

Illustration


facts from non-facts, Recognize opin

ions, Word definition, Note taking




Gestures, Dress, Facial and `body



17

Duty B .Analyzing Custnmer Needs1 Determine customer need (s)2 Observe and determine clients operational problems3 Relay Customer needs to research and development4 Determine specific equipment to meet customers needs

.5 Decide specific material to meet customer need (s)

(TA

SK

ST

AT

EM

EN

T)

DETERMINE, CUSTOMER NEED (S)

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

N-

PE

RF

OR

MA

NC

E K

NO

WLE

DG

E

....

SA

FE

TY

HA

ZA

RD

Client

..,t

Customer

.

.

..

I

Employ questioning techniques as they

apply to clients operation(scope

of operation).

Observe as a follow-up to questioning

techniques

Determine job to be done


.

DE

CIS

ION

SC

UE

SE

RR

OR

S

Determine if a product to fill

a client's need is available

.

/

Awareness of outside influences such

.--as financial conditions

.

-.-.

.

Misinterpreting real need for a

secondary or superficial need

*a great deal of emphasis, needs to be

made here with techniques and

methodology of questioning (see

communication)

.

)(T

AS

K S

TA

TE

ME

NT

)DETERMINE CUSTOMER NEED(S)

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

Personal qualities

Exhibit capacity to ascertain personal qualities of

client (skills, knowledge, character, flexibility,

learning capacity)

Professionalism

Maintain capacity to function efficiently when encoun-

tering fast changing, multiple, personal or situational

variables; Exhibit qualities of self-confidence, self-

control, self-reliance, self-respect, and adaptability



and

intellectual health, attention, observation, concentra-

tion, mental alertness, mental clarity, mental

quietude,

organization


Sec of Real Numbers, Use of numbers (witUout

calculation),


Skills and Concepts, Use'of Computing Devices and


Basic Algebra Skills and Concepts, Basic Geometry-Skills

and Concepts, Basic Trigonometry Skills and

Con6epts,

Basic. Probability Skills and Concepts, Basic

Statistical


[as applicable to

determining' customer need)

As it may apply:

Dependent on nature, and use of product



CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Speaking

Listening

EX

AM

PLE

SVerbal questions

Customer's needs

SK

ILLS

/CO

NC

EP

TS


ation, Clarity of expression,

Persuasion, Denotation/Connotation,

LOgic, Gestures, Dress, Facial and

body features, Poise, Usage


propaganda devices, Recognition of

opinions, Concentration, Logic,

Note taking

21

(TA

SK

ST

AT

E1V

IEN

T)

OBSERVE AND DETERMINE CLIENT'S OPERATIONAL PROBLEMS

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

-OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

:12

SA

FE

TY

HA

ZA

RD

.,

Existing facilities

Discuss with client opefational pro-

cedures


Existing equipment

Decipher operational strengths and

weaknesses

Existing materials

Physically observe operation to con-

firm judgement on:-,strengths and

Existing operation

weaknesses

i

Advise client on operational problems

Client's operational philosophy

Suggest methods and procedures to

(market share, distribution, etc.)

improve

,.

.

DE

CIS

ION

SC

UE

SE

RR

OR

S

-Determine best method of operation per-

Production inefficiency, excessive

Inability to properly inform on best

taining to this client

costs, duplication of-efforts

and most efficient operation in

reducing costs,

Ot

(TA

SK

' ST

AT

EM

EN

T)

OBSERVE AND DETERMINE CLIENT'S OPERATIONAL PROBLEMS

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

Personals qualities (see appendix)


Human considerations (see append Lx)

Physical, emotional, and mental consideration

Attention; Observation, Concentration, Mental alertness,



Excessive anticipation of expected events

Excessive preoccupation with fantasy


Excessive attachment to fixed-projected time sets


Excessive attachment to personal value sets which

inhibit open interpersonal communication

Excessive mental activity to the complete exclusion

of intuitive body expression


Fundamental Operations (Calculation),'Basic Arithmetic


.Mechanical Aids, Basic Measurement Skills and Concepts,

Basic Algebra Skills and Concepts, Basic Statistical

Skills and Concepts, Basic Trigonometry Skills and

Concepts, Basic Probability Skills and Concepts,

Basic

Logic, Basic Geometry Skills and Concepts, finordrr to

advi-e clien- properly]

As it may app'y:




CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Speaking

,

Listening

Viewing

EX

AM

PLE

S

Verbal questioning techniques

Conversation ,

Illustration or viewing equipment

SK

ILLS

/CO

NC

EP

TS



sion,,Denotation/Connotation, Logic,




facts from non-facts, Recognize opin-

ions,Concentration

Visual analysis, Detail /itference, Color

discrimination, ReCognition of symbols

and codes, emblems

23.

(TA

SK

ST

AT

EIII

IEN

T)RELAY CUSTOMER NEEDS TO RESEARCH AND

DEVELOPME NT

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

Product or problem

Collect and organize all relevant

ti

Written data

information and material to

Written analysis

Research and Development depart-

Research and Development people*

ment

Parts or material (given by client)

Sample of work to be done

Present facts and problems to


ment

,

*Some Research and Development depart-

Collect Research and Development

ments may vary in scope and sophi-

analysis report

stication depending on nature and

Analyze report from Research and

.

size of company salesperson is

Development in relationship to

representing

_customer needs

DE

CIS

ION

SC

UE

Sk

ER

RO

RS

Determine and eliminate irrelevant

Company procedure to follow in

Not having-significant data to present

information

-presentation of analysis for

to Research and Development


.ment

..

(TA

SK

ST

AT

EM

EN

T)

RETAY CUSTOMER NEEDS TO RESEARCH AND DEVELOPMENT

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

Personal qualities

Exhibit capacity to accurately reflect business operation

environment and job expectations

Professionalism

-

Maintain capacity to function efficiently when encounter-

ing fast changing, multiple,.pPrsonal or situational

variables; Exhibit qualities of self-confidence, self-

control, self-reliance, self-respect, and adaptability


Attention, Obervation, Concentration, Mental alertness,





Set of Real Numbers, Fundamental Operations (Calculation),

Use of Numbers (without calculation), Basic Arithmetic

Skills and Concepts, Use of Computing Devices and Mechan-

ical Aids, Basic Measurement Skills and Concepts, Basic

Algebra Skills and Concepts,.Basic Geometry Skills and


Probability Skills and Concepts, Basic Statistical Skills

and Concepts, Basic Logic [in order to properly inform

Research and Development]

As it may apply:




CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Speaking

Reading

Writing

Listening

EX

AM

PLE

SDeliver ora

instruction

Comprehend written reports

Write informative report

Discriminate reports

SKILLS/CONCEPTS

Terminology, Diction, Clarity of

expression, Denotation/Connotation,

Logic



reports, Physical experiment, Descrip-

tion of mechanism

Penmanship, Spelling, Reports, Business

letters, diction, clarity of expres-

sions, persuasion, denotation/

connotation,-logic



ions, Concentration, lore taking

25

(TA

SK

ST

AT

EM

EN

T)

DETERMINE SPECIFIC EQUIPMENT TO MEET CUSTOMER(S) NEED

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

gaSA

FET

YH

AZ

AR

D

Written recomendations from Research

and Development department

Oe.ginal data collected by sales-

person

Reports on capabilities of equipment

production and delivery by home

company

DE

CIS

ION

S

Select proper alternative(s)

Read report from Research and Develop-

ment department

Synthesized with original data

collected

As result, list possible alternatives

Consult with sales manager

Individually or collectively choose

specific equipment

CUES

Time from original meeting to

selection of equipment is

reasonable

ER

RO

RS

Select wrong alternative which will

reflect on selecting wrong equip-

ment

(TA

SK

ST

AT

EM

EN

T)

DETERMINE SPECIFIC EQUIPMENT TO MEET CUSTOMER(S) NEED

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S


Grant appropriate regard for customer's unique needs;

Exhibit capacity to ascertain best service for the

particular party type request; Show and describe

facilities with appropriate speed and clarity; Communi-

cate pride in establishment


Capacity to maintain open-mindedness and composure in

the far seemingly different, eccentric or clashing

values expressedbehaviorally or verbally



and

intellectual health, attention, observation, coneen


clarity; organization

Set of Real Numbers, Use of. Numbers (without calculation),

Fundamental Operations .(Calculation), Basic Arithmetic

Skills and Concepts, Use of computing Devices and Mechan-

ical Aids, Basin Mnasure-et Skills Onel Concers, nasic

Algebra Skills -Ad Concepts, lasir Geometry Skills and

0=ncepts, Basic Tr4gonometry Skills and Concepts, Basic

Probability Skills and Concepts, Basic Statistical Skills

and Concepts, Basic Logic

as it may apply to meeting

needs]

As it may apply:

Dependent on nature And use of product



CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

heading

Viewing

EXAMPLES


Interpret illustration

SK

ILLS

/CO

NC

EP

TS

Comprehension, Detail/Inference, Enunci.

ation, Informational reports, Re-

commendational reports, Physical

experiment, Description of mechanism,

Terminology

Visual analysis, Logic, Recognition of

symbols, codes, emblems

27

(TA

SK

ST

AT

EM

EN

T)

DECIDE SPECIFIC MATERIAL TO MEET CUSTOMER NEEDS

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

Actual auxiliary materials

Material data

Compile list of 'relevant material,

auxiliary, to be used in conjunction

with equipment

Rank in order of priority, in conjunc-

tion with client

Individually or collectively choose

auxiliary material

DE

CIS

ION

S

Determine financial status

CU

ES

ER

RO

RS

Production or use capacity

Wrong selection of relevant and

pertinent material

(TA

SK

ST

AT

EM

EN

T)

DECIDE SPECIFIC MATERIAL TO MEET CUSTOMER NEEDS

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S









Mental quietude, dental clarity, Organization




values expressed behaviorally or verbally

Set of Real Numbers, Use'of Numbers (without

calculation),


Skilldand Concepts, Use ofComputing Devices and Meehan-

ical Aids, Basic Measurement Skills and Concepts, Basic

Algebra Skills and Concepts, Basic Geometry.Skills and


Probability Skills and Concepts, Basic, Statistical Skills

and Concepts, Basic Logic [as it may apply to meeting

needs of customer]

As it nay apply:




CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Writing

Reading

EX

AM

PLE

S


Pertinent data

SKILLS/OtONCEPTS

Penmanship, Spelling, Classification,

Description, Reports, Business letters,

Terminology

Comprehension, Informational reports,

RecomMendation reports, Progress report

Description of mechanism, Definition,.

Terminology

29

Duty C Performing Sales Presentation.1 Adjust Sales presentation to customers needs and operation

4\mi'2 Determine most app opriate sales presentation and steps3 Plan presentation t ng4 Perform actual sales presentation5 Utilize questioning techniques to determine potential objections6 Stimulate customer by 'involvement in presentation (response)7 Demonstrate product line knowledge, stressing product features and benefits!8 Maintain visual impact through demonstrat ).on9 Incorporate company's image, policies and procedures in presentation10 Close sales presentation

,

31

V

(TA

SK

ST

AT

EM

EN

T)

ADJUST_SAIAS PRESENTATION TO CUSTOMERS' NEEDS AND OPERATIONS

Inam

mom

.....

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

111

-_

Client

49

Supplemental presentation material

Analysis data (of nperation)

Product analysis data ,

\ f\ \

\

Select data relevant to client's

operation

Incorporate relevant material

into

rlogical order

Take logical sequence of information

and plug into sales presentation

.'

DE

CIS

ION

SC

UE

SE

RR

OR

S

Decide what to add and delete in

presentation

.

,.

Data, customer's needs, client's

objections

,

Ineffective sales presentation

Presentation not geared to central

issue

,,,k

(TA

SK

ST

AT

EM

EN

T)

ADJUST SALES PRESENTATION To CUSTOMER'S NEEDS AND OPERATIONS

SC

IEN

CE

Human considerations'

Grant appropriate re'gard for customer's unique needs;

Exhibit capacity to ascertain-best service for the

particular party type request; Communicate' pride in

establishment; Show and describe facilities with

appropriate speed and clarity

Physical. emotional ,' an

mental considerations

Attention,,Observation, Concentration, Mental alertness

Mental' quietude, - .Mental clarity, Organization




MA

TH

NU

MB

ER

SY

ST

EM

S


Fundamental Operations (Cal ulation), Basic. Arithmetic

Skillsand Concepts, Use of Computing Devices and

Mechanical, Aids, Basic Measurement Skills and Concepts,

Basic Algebra Skills and Concepts, Basic Geometry

Skills and Concepts, Basic Trigonometry Skills and Con-

cepts, Basic Probability Skills and Concepts, Basic

Statistical Skills and Concepts, Basic Logic [as it

. applies to client's operations]

AS it may apply:




e.

. CO

MM

UN

ICA

TIO

NS

PE

R F

OR

MA

NC

E M

OD

ES

Reading

Viewing

EX

AM

PLE

S

CovpreheAd written reports

Illustration

SK

ILLS

/CO

NC

EP

TS

Comprehension, Detail/Inference,

Informatioal reports, Recommenda-

tion reports, Progress reports, Phy-

sical experiment, Proposal",

Description of mechanism, Definitio

Terminology



33

i.2

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

N__

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

11.

.A

n0

Customer feedback

Review research analysis

,

Sales manager expertise

Consider audience

All relevant analysis data

Consider product

Standardized sales technique formulas

Blend all facets of data and consider-

ations into presentation

DECISIONS'

CU

ES

ER

RO

RS

Determine amount of allotted time

Client's operations and operational

Wrong selection of presentation

for presentation

problems

,producing ineffective demonstration

.

.

-

(TA

SK

ST

AT

EM

EN

T)

DETERMINE

(TA

SK

ST

AT

EM

EN

T)

DETERMINE MOST APPROPRIATE SALES PRESENTATION FORMULAS AND STEPS

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S




particular party type request; Show and describe facili-

ties with appropriate speed and clarity; Communicate

pride in establishment


Capacity to-perceive, quickly integrate, and function

well in the face of unexpected situational variables;

Capacity to maintain open-mindedness and

composure in





and

intellectual health, attention, observation, concen-

trnion mental alertness mental quietude, mental

men.a1 alarity, organization

Set of Real Numbers, Use of Numbers, (without calculation),


Skills and Concepts, Use of Computing Devices and Mechan.

ical Aids, Basic Measurement Skills and Concepts, Easic

Algebra Skills and Concepts, Basic Geometry Skills and


Probability Skills and Concepts, Basic Statistical

Skills and Concepts, Basic Logic [is it may apply to

audience]

As it my apply:


Status -and competency of client or customer

Math' - Number *stems (see appendix)

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Rea

ding

Listening

EX

AM

PLE

S


Conversation

SK

I L L

S/C

ON

C E

PT

S


Redommendation reports, Progress

reports., Physical. experiment, Propo-

sals, Dtheription of mechanism,

Definition;Wminology

Auditory discrimin4tion, Discriminate,

facts from non-fa'ets, Recognize °pin.

'ions, Concentrationic, Word

definition, Note takiw-

35

(TA

SK

ST

AT

EM

EN

T)

PLAN PRESENTATION TIMING

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

Audio-visual tools

All written analysis

Equipment and materials to he used in

actual presentation

Establish appointment with client

Determine which tools to incorporate

into presentation

Plan sequence of presentation

Rehearse presentation according to

sequence

DE

CIS

ION

SC

UE

S

Determine what tools and equipment wil.mmUbere it will take place

be most effective with regard to

framework allowed to work in

People involved (group v. individual)

Flexibility of allotted time when

setting appointment

ER

RO

RS

Run over on allotted time

Taking too much time with one item of

a p-resentation

(TA

SK

ST

AT

EM

EN

T)

PLAN PRESENTATION TIMING

SC

IEN

CE

,M

AT

H -

NU

MB

ER

SY

ST

EM

S.

1'

Human considerations.

Grant appropriate regard for Customer's unique needs;






Attention, Observation., Concentration,

Mental alertness

,

Mental quieide, Mental clarity, Organization,

Conditions for healthy and growth- directed job performance

capacity to perceive, quickly integrate, and function


Capacity-to maintain open-mindedness and composure in


Values expressed behaviorally or verbally


Counting

,

Coordinate system

Ordering

Indexing

Coding

Ratio

Me asure me nt

Recording

.

.

..

,

4,

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Speaking

.

x.,

Viewing

,

Reading

.

.

.

Deliver message

Illustration

Written reports and instructions




Usage

Visual analysis, Logic, Detail/Infer-

ence, ,Recognition of symbols, codes,

emblems



reports, Physical experiment, Propo

sals, Description of mechanism, Deft-

nition, Terminology

-------

-----

37

(TA

SK

ST

AT

EM

EN

T)

PERFORM ACTUAL SALES PRESENTATION

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

N

,..,

PE

RF

OR

MA

NC

E K

NO

WLE

DG

EA

.7S

AF

ET

YH

AZ

AR

D

Customer(s)

.

Supportive visuals, equipment and

data

.,

,

.,

Perform general steps of sale-:

Approach customer (greeting)

Introduce and present product

Demonstrate the product

Involve customer

Meet objections

,

Recap and review

Close sale

Follow -up sale

______

(Th

DE

CIS

ION

SCUES

ERRORS

to

Determine amount of emphasis

oneach

step

.

,

,

Read customer reactions (facial and

questions, etc.)

,

Omit important step resulting in

ineffective presentation

Failure to give customer a chance

take action

-

(TA

SK

ST

AT

EM

EN

T)

PERFORM ACTUAL SALES PRESENTATION

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

NN

-,.,.

.



[ human considerations (see appendix)

Physical, emotiona], and mental considerations










.

Use of Numbers (wihtout calculation)

Counting

Coordinate system

Ordering

Indexing

Coding

Ratio

--Measurement

Recording

Fundamental Operations (calculation)

Addition, subtraction, multiplication, division

algorithm

Order of operations,' i.e., use of parentheses in

simplifying arithmetic expressions

Basic arithmetic skills and concepts [as a reinforcement

or emphasis during presentation]

.

CO

MM

UN

ICA

TIO

NS

,...

PE

RF

OR

MA

NC

EMODES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Speaking

Listening

,.

.

Viewing

Deliver oral presentation

.Comprehend objections

Conprehend illustrations

.

Terminology, Diction, Implying, Enunci'






propaganda devices, Discriminate,, fact

from non-fact, Recognize opinions,

Conc6ntration, Logic


pnce, Color discrimination, ReCogni-

tion of symbols, codes, emblems ------

39

(TA

SK

ST

AT

EM

EN

T)

UTILIZE QUESTIONING TECHNIQUES TO DETERMINE POTENTIAL OBJECTIONS

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

'S

AF

ET

YH

A2A

RE

)

Client

Evolve awareness of questioning

techniques available:

Reflective

Overhead

Directed etc.

DE

CIS

ION

S

Determine best time to ask questions

Determine what questions to ask as

listed above

Determine which questions best apply

to various potential objections

CUES

Responses from questions

Lack of customer attention and partici-

pation

ER

RO

RS

Failure to perceive which questions'

will bring out customer response

and interest

(TA

SK

ST

AT

EM

EN

T)

UTILIZE QUESTIONING TECHNIQUES TO DETERMINE POTENTIAL OBJECTIONS

SC

IEN

CE

.M

AT

H-

NU

MB

ER

SY

ST

EM

S.




Grant appropriate regard for customer's unique needs; °'

.Exhibit capacity to ascertain best service for the




..


Comfort, caution, safety, physical, emotional and

intel-

lectual health, attention, observation, concentration,

mental alertness, mental quietude, mental clarity,

and

organization




Capacity to maintain open-mindedness and

composure in the

far seemingly different, eccentric or clashing values

expressed behavioral or verbally


Counting, coordinate system, ordering, indexing, coding,

ratio, measurement, and recording

Fundamental Operations (calculation)_

Addition, subtraction, multiplication, and division

algorithms, order of operations, i.e., use of parentheses

in simplifying arithmetic expressions

Basic arithmetic skills and concepts [asa questioning

device]

As it may apply:

.



.

,

,

.,-'

CO

MM

UN

ICA

TIO

NS

.,

.---

7-.-

PE

RF

OR

MA

NC

EMODES

EX

AM

PLE

SS

KIL

LS /C

ON

TS

Spe

akin

g

Listening

Delivering oral question

techniques

_

.,..-/'

Conversation

.

41

Terminolo:

, diction, itplying.

en .

ation, clarity of expresSion,

rsuasion, denotation/connotation,

poise, usage

..

Auditory discrimination, detection of

propaganda devices, discrminate

- facts for non-facts, recognize

opinions, Concentration, logic

.

LC

srl

(TA

SK

ST

AT

EM

EN

T)

STIMULATE CUSTOMER BY INVOVEMENT INPRESENTATiON..(RESPONSE)

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

11.-

. I'

SA

FE

TY

HA

ZA

RD

:-",

1,

Client

Supportive data

Product itself

-

Simulation and simulation materials

and devices

.

.

,

Determine open and leading statements

.

Initiate open ended statements

Stimulate by appealing to customer's

physical senses

Anticipate response

React to customer's response (positive-

ly)

Reinforce by repetition (in demonstra-

tion)


-

.

-

DECISIONS

Determine haw to appeal to customer's

physical senses

Determine what physical senses to

appeal to

CU

ES

ER

RO

RS

Customer's needs

Customer's problems

Customer's interests

Presentation which fails to involve

customer and stimulate his/her

interest

(TA

SK

STATEMENT) ,-STIMULATE CUSTOMER BY INVOLVEMENT IN PRESENTATION

(RESPONSE)

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S


'






facilities with appropriate speed and clarity;

Communicate pride in establishment

Conditions for healthy and growth-directed Job performance



Capacity to maintain open-mindedness and composure in the


expressed behaviorally or verbally

Physical, emotional, and mental considerations:

Comfort,

caution, safety, phySical, emotional

and intellectual

health, attention, observation, concentration, mental

alertnesq,. mental quietude, mental clarity &'organization

,Use of Numbers (without calculation)

Counting, coordinate system, ordering, indexing, coding,

ratio, measurement, recording

Fundamental Operations (calculation)

Addition, subtraction, multiplication, and division

algorithm, order of operation, i.e., use of parentheses

in simplifying arithmetic expressions

_

Basic arithmetic skills and concepts [as an involvement

device]

_

As it may apply:



.

,C

OM

MU

NIC

AT

ION

S

PE

RF

OR

MA

NC

EMODES

EX

AM

PLE

S-

SK

ILLS

/CO

NC

EP

TS

Listening

Viewing

.

Speaking

.

Conversation

Illustration

Deliver presentation

'

43


propaganda devices, Descriminate

facts from non-facts, Recognize

-

opinions, Concentration, Logic

Visual analysis,/ Logic, Detail/Infer-

ence, Color discrimination, Recogni-

tion. of symbols, codes, emblems

Terminology, Diction, Implying, Enunci'

ation, Clarity of expression, Persua.


Gestures, Dress, Facial and baqra


"

(TASK

ST

AT

EM

EN

T)

DEMONSTRATE PRODUCT LINE KNOWLEDGE STRESSING FEATURES AND BENEFITS

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

r i

-

SA

FE

TY

HA

ZA

RD

=-

",

PIM

.

Customer

Supportive data

Product analysis

Research and Development

,

Initiate and complete standard feature

benefit analysis (using standard

format)

0

Determine how features benefit can

best he demonstrated

Practice actualphysical demonstation

of product

Revise demonstration

Incorporate into sales presentation

---


-

.

DECISIONS

CUES

ER

RO

RS

Determine how benefits compliment

Customer's need

features

roperation

Decide which benefits and features

Customer's

are primary and which are secondary

Customer's personal

'..,

Stressing benefit not applicable to

client's operation

/

;

(TA

SK

STATEMENT) DEMONSTRATE PRODUCT LINE

KNOWLEDGE STRESSING FEATURES

, SC

I EN

CE

/---'

MA

TH

- N

UM

BE

R S

YS

TE

MS

,/_



Human consideration

.,

Grant appropriate regard for customer's unique needs; Ex-

hibit capacity to ascertain best service for the particu-

lar party typerrequest; Show and describe facilities with

appropriate speed and clarity; Communicate pride in es-

tablishment


Capacity-to percieve, quickly integrate,, and funciton well

in the face of unexpected situational variables; Capacity

to maintain open-mindedness and composure in the far seem-

ingly different, eccentric or clashing values expressed


Physical, emotional, and mental` consideration:

Comfort,

caution, safety, physical, emotional

and intellectual


alertness, mental quietude, mental clarity, & organization


Fundamental Operations (calculation), Basic Arithmetic




Skills and Concepts, Basic Logic [as applicable to

stressing features and benefits]

As it may apply:




,

--

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

EMODES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Speaking

.

Writing

Listening


Write informative presentation


.,

45

.

Terminology, Diction, Implying, Enunci.

ation, Clarity of expression, Persua.





Description, Terminology, Appropri-

ate diction, Clarity of expression,

Persuasion, Logic, Usage


facts from non-facts, Recognize opin'

ions, Concentration, Noise discrimi-

nation

.

5.e.

(TA

SK

ST

AT

EM

EN

T)

MAINTAIN VISLA1 IMPACT THROUGH DEMONSTRATION

TrL

S, E

QU

IPM

EN

T, M

AT

ER

IALS

,O

JEC

TS

-A

CT

ED

UP

ON

1

Client

Audio-visual equipment e-Id material

Simulations

Mock-ups

Supportive data and analysis informa-

tion re resented in form of

graphs and charts

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

Observe meeting room and/or physical

facilities where presentalcc

will

transpire

Select' demonstration equipmen,. and

material which will facilitate pre-

sentation

Check-out and test demonstration

4peequipment to determine if operable

sign, create and produce visuals to

be used in demonstration

DE

CIS

ION

S

Determine which visuals will produce

greatest impadt in demonstration

CU

ES

Physical facilities

Access to equipment

Size and make-up of audience

ER

RO

RS

Inappropriate visuals - producing

ineffective demonstration

Loss of client interest

(TA

SK

ST

AT

EM

EN

T)

MAINTAIN VISUAL IMPACT THROUGH DEMONSTRATION

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

.



Exhibit capacity to ascert,tm best service for the


facilities with appropriate speed and clarity; Cowmunicate

pride in estaklis..ment

Conditions for healthy and growth- directed job performance

Capacity to maintain open - mindedness and composure in the


expressed behavl.orally or verbally; Capacity to perceive,

quickly integrate, and function well in the face of

'unexpected situational variables,

.



intellectual health, at._ .tion, observation, concentration

mental alertness, mental quietude, mental clarity, and

organization

.

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S. Viewing

Writing

Illustration

Written design

47

Visual analysis, Memory, Logic,

Description, Recognition of symbols,

codes, emblems


Description, Reports, Terminology,

Clarity of expression, Persuasion,

Denotation/Connotation, Logic', Usage

N g

(TA

SK

ST

AT

EM

EN

T)

INCORPORATE. COMPANY'S IMAGE, POLICIES AND PROCEDURES IN PRESENTATION

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

--

HA

ZA

RD

Client

Historical data of company

Detailed descriptionof policies and

procedures

Testimonials

Select most a T-opriate information as

applicable to clip_nt2s_situation

Incorporate into introduction of

presentation

Slant company's image, policies and

procedures to client for sake of

impact

DE

CIS

ION

S

Distinguish between primary, secondary,

and supportive information as it

applies to image, procedures

Determine

ppi'opriate information in

order to avoid limiting one's

self

CU

ES

New and existing customer

Client's position in market place

ER

RO

RS

Use too much insignificant and unappro

priate information

(TA

SK

ST

AT

EM

EN

T)

INCORPOPATE COMPAIY'S IMACE, POLICIES AND PROCEDURES IN PRESENTATION

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S


Grant appropriate. regard for customer's unique needs;





Conditions for healthy and growth-directed job performancl-

Capacity toper -eive, quickly integrate, and function



the far seemingly different, eccentric-or clashing




and


tration, mental alertness, mental quietude, mentil

clarity, and organization


Counting

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

, EX

AM

PLE

SS

KI L

LS/C

ON

CE

PT

S

Reading

Viewing


Illustration


Informational reports, Recommenda-

tion reports, Progress reports,

Physical experiment, Description of

mechanism, Definition, Terminology

Visual analysis, Memory, Logic, Recog-

nition ofIsymbols, codes, emblems

(TA

SK

ST

AT

EM

EN

T)

CLOSE SALES PRESENTATION

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

r.q

SA

FE

TY

HA

ZA

RD

Client or customer

Decide when appropriate time for close

Recap and highlight primary points of

presentation (sales)

Initiate trial close

Evaluate customer's response to trial

close

Ask for sale

.

.

.

DE

CIS

ION

SC

UE

SE

RR

OR

S

Determine when to close (timing

Customer's response

involved)

,.

Failure to close and ask for sale

(TA

SK

ST

AT

EM

EN

T)

CLOSE SALES PRESENTATION

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S





Attention, Observation, Concentration, Mental alert-

ness, Mental quietude, Mental clarity,

Organization


Excessive anticipation of expected events; Excessive

preoccupation with fantasy; Excessive preoccupation

with past experiences














Skills and Cgncepts, Basic Logic [as it may apply to

close]

As it may apply:


Status and competency of client and/or audience


CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Speaking

Listening

Viewing

EX

AM

PLE

SDeliver oral instruction


Illustration or actual product

SK

I LLS

/CO

NC

EP

TS








ions, Concentration


ence, Recognition of symbols, codes,

emblems

51

Duty:D Negotiating and Completing Terms of Sales Contract with Customer

1 Estimate bids for base product or materials2 Estimate transportation coat3 Estimate installation cost4 Estimate product modification cost5 Estimate auxiliary equipment and/or material cost6 Submit bid for approval7 Expedite order from manufacturer8 Draw contract in proper legal form

53

(TA

SK

ST

AT

EM

EN

T)

ESTIMATE BIDS) FOR BASE PRODUCT OR MATERIAL

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

S-12

SA

FE

TY

--

HA

ZA

RD

S

kll

reference of data material

Consult h.L1 pertinent data relevant to

job or product requirements

Research and Development

Review customer's operation

Incorporate any supportive or Research

.

Sales manager

and Development data

Consult cost charts or book

Compute bid cost

Draft actual hid

Finalize details

Present to client

DE

CIS

ION

SC

UE

SE

RR

OR

S

Match material and cost

Limits set by client

Under or over estimation

Determine cost within limitations of

client

Specifications set by client

(TA

SK

ST

AT

EM

EN

T)

ESTIMATE BID(S) FOR BASE PRODUCT OR MATERIAL

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S




Basic Human inhibitions (see appendix)

Conditions for healthy and growth-directed job perfor-

mance

Capacity to percieve, quickly integrate, and function


Capacity to maintain open-mindedness and composure

in the far seemingly different, eccentric or clashing




and








Basic Algebra Skills and Concepts, Basic Trigonometry

Skills and Concepts, Basic Geometry Skills and Conceptsi

B-sic Probability Skills and Concepts, Basic StatisticaJ


As it may apply:




CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Reading

Listening

Viewing

EX

AM

PLE

S.


Conversation

Audio-visual equipment presenta-

tion

SK

ILLS

/CO

NC

EP

TS


Recommendation reports, Progress

reports; Physicar experiment, Pro-

posals, Description of mechanism,

Definition, Terminology


propaganda devices, Discriminate

facts from non-facts, Recognize

.

opinions, Concentration, Logic



emblems

55

(TA

SK

ST

AT

EM

EN

T)

ESTIMATE TRANSPORTATION COST

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

- H

AZ

AR

DG

4

Common carriers

Calculate time to ship

Calculate size and weight of order

Bill of lading

Select proper (most efficient and

economical) carrier

Transportation documents and forms

Contact selected carrier

.Instruct carrier on pick-up destina-

Transportation irsurance forms and

tion and any other pertinent infor-

documents

mation

Initiate transportation format docu-

Size and weight of load or order

ments, to include insurance of

materials and order

Routes (as they effect cost and

element of time)

Follow-up order concerning actual

,

delivery

DE

CIS

ION

SC

UE

S'

ER

RO

RS

Choose most efficient and economical

Time of customer need

Choosing wrong'mode of transportation

carrier

. Client budget

,

Determine method of calculati-ls

Environmental conditions

(TA

SK

ST

AT

EM

EN

T)

ESTIMATE TRANSPORTATION COST

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S


Grant appropriate regard for customer's uniqueneeds;

Exhibit capacity to ascertain best service for

the


facil-

ities with appropriate speed and clarity;

Communicate


Conditions for healthy and growth-directed jobperformance

Capacity to percieve, quickly integrate, and

function well

in the face of unexpected situational variables;

Capacity

to maintain open-mindedness and

composure in the far

seemingly different, eccentricor clashing values expressed


Physical, emotional, and intellectual health:

Comfort, caution, safepr(physical,

emotional and

intellectual healthoiattention, observation,

concentration,

mental alertness, mental quietude, mental

clarity, and

organization

Fundamental Operations (Calculation), Use of Numbers

(with -

out calculation), Set of Real Numbers, Basic Arithmetic

Skills and Concepts, Use of Computing Devices

and Meehan,-

ical Aids, Basic Measurement Skills and

Concepts

[As applicable to transportation charges

and nature of

product being transported]

v

.

CO

MM

UN

ICA

TIO

NS

.

PE

RF

OR

MA

NC

EMODES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Reading

,

Listening

__

Viewing

Comprehend written calculations

.

Technical conversation

r

Illustrations

57



reports, Progress reports, Physical

experiment, Proposals, Description of


Auditory discrimination, Discriminate.

lacts'from non-facts, Recognize. opin-

ions, Concentration, Logic, Word

definition



gc

(TA

SK

ST

AT

EM

EN

T)

ESTIMATE INSTALLATION COST

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

gg

Subcontractors

Client's facilities

Client'S location

Client's accessability

Select labor (men) to install (outside

concern or plant personnel)

Select most advantageous location

for material and equipment

Locate accessability of in-plant

utilities

Follow-up and or supervise subcontrac-

tors (if needed)

Make allowances for any adverse

weather conditions

Calculate (compute) and advise client

of cost wtth regards to above steps

DE

CIS

ION

S

Determine method of calculation

Decide number of consider-Uons

Decide who to select for contract

work

CU

ES

Actual physical facilities

Size of equipment

Client's budget

Desirability of location

ER

RO

RS

Miscalculate installation cost

(TA

SK

ST

AT

EM

EN

T)

ESTIMATE INSTALLATION COST

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S





facilities with appropriate speed and clarity


Mental alertness, Mental quietude, Mental clarity,

Organization


Conditions for healthy and growth-directed jab performance











Skills and Concepts, Basic Geometry Skills and Concepts,

Basic Probability Skills and Concepts,_ Basic Statistical

Skills and Concepts, Basic Logic [in arriving at cost of

installation]

As it may apply:


Status and competency of labor force or sub-contracts

of clients or audience

Math -.Number Systems (see appendix)

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Speaking

EX

AM

PLE

S

Deliver oral instructions

SK

ILLS

/CO

NC

EP

TS

Terminology, Diction, Clarity of

expression, Persuasion, Denotation/

Connotation, Logic, Usage

59

c..1

,--)

(TA

SK

ST

AT

EM

EN

T)

ESTIMATE PRODUCT MODIFICATION COST

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

- H

AZ

AR

D

Equipment and materials requiring

Consult with Research and Development


modification

engineers (or both)

Interpret and advise client of feasibi-

Nomenclature of equipment or material

,lity or required modification

React to client response

Engineers and Research and Development

Reevaluate original decision (if

necessary)

Relay to client any new or alternative

decision regarding modification

Enact proper forms to initiate modifi-

cation

Compute and calculate modification

cost

.

DE

CIS

ION

SC

UE

SE

RR

OR

S

Determine feasibility of product

Client's operation

Inappropriate analysis affecting cost

modification

estimate (high or low)

Written data

Determine actual cost of modification

(TA

SK

ST

AT

EM

EN

TY

ESTIMATE PRODUCT MODIFICATION COST

SC

IEN

CE

Hilmar. considerations


Exhibit canacity to ascertain best service for the

particular party type request; Show anddescribe



Awareness (-17 one's diverse, intuitive (creative)

capacities; Awareness of one's unlimited intellectual

activities; Capacity to perceive, quickly integrate,

and function well in the face of unexpected situational

variables; Capacity to maintain-open-mindedness and

composure in the far seemingly different, eccentric

or clashing values expressed behaviorally or verbally

MA

TH

NU

MB

ER

SY

ST

EM

S







Basic Probability Skills and ('- icepts, Basic Statistical

Skills and Concepts,, Basic Lo

(as applicable to

arriving at modification cost]

As it may apply:




CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Reading

Writing

Speaking

EX

AM

PLE

S


Deliver written report

Consulting, resource people/client

SK

ILLS

/CO

NC

EP

TS

Comprehension, Detail/Inference, Speed/

Rate, Recommendation reports, Defini-

tion, Progress reports


Memo format, Description, Persuasion

and Sales technique, Denotation/Con-,

notation, Logic, Usage

Terminology, Clarity of expression,

Persuasion and Sales technigme,-Logic

and dirtion

61

1111

1111

1111

1111

17

(TA

SK

ST

AT

EM

EN

T)

ESTIMATE AUXILIARY EQUIPMENT -AND/OR MATERIAL COST

--mow

OO

LS, E

QU

IPM

EN

T-,

MA

TE

RIA

LS,

BJE

CT

S. A

CT

ED

UP

ON

PE

RF

OR

MA

NC

E K

NO

WLE

DG

E

'7ei

SA

FE

TY

HA

ZA

RD

Auxiliary

Actual

Client

Catalog of auxiliary equipment

equipment price list

auxiliary equipment

I

_

Select auxiliary equipment which

facilitates client's operation or

equipment

Suggest auxiliary equipment

Relate cost of auxiliary equipment to

the operation

Alla

Compute cost of auxiliary equipment

.,

Determine

Determine

Ak

DE

CIS

ION

SC

UE

SE

RR

OR

S

what auxiliary equipment is

conclusive to client's operation

quantity and quatity of

auxiliary equipment and. materials,

Existing equipment

Business operation of clients

---..

Failure to trade-up or increase sale

.

(TASK STATEMENT)

ESTIMATE AUXILIARY EQUIPMENT AND/OR MATERIAL COST

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S









capacities; Capacity to perceive, quickly integrate,

and function well in the face of unexpected situation-

al variables; Capacity to maintain open-mindedness and

composure in the far seemingly different, eccentric or

clashing values expressed behaviorally or verbally



Skills and Concepte, Use of Computing Devices and



Skills and 4oncepts, Basic Geometry Skills and Concepts,


Skills and Concepts, Basic Logic fin arriving as auxiliary

and equipment and material cost]

As it may apply:

Dependent on nature and use of auxiliary equipment and

material



CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Speaking

Listening

Viewing

EX

AM

PLE

S

Deliver oral communication

Conversation

Illustrations

SK

ILLS

/CO

NC

EP

TS






Auditory discrimination, Discrimination

of facts from non-facts, Recognition

of opinions, Concentration

Visual analysis; Logic, Detail/Infer-


emblems

63

(TA

SK

ST

AT

EM

EN

T)

SUBMIT BID FOR APPROVAL

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PON

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

Salesperson*

Review all cost estimates for accuracy

Sale manager or superior*

Add or delete any revisions to bid

Cost estimates

Submit actual bid

Follow-up bid-

*Some manufacturing concerns may have

one or more individuals whose

sole responsibility is approving

or disapproving bids

Resubmit bid if originally disapproved

DE

CIS

ION

SC

UE

SE

RR

OR

S-

Decide who to submit to

Rejection of bid - either bv 1

client

or home office

Bid too high or low

Determine what revisions needed to be

\Failure to take into account all perti

made with regards to original bid

nent considerations

\ i

s i.

\.

(TA

SK

ST

AT

EM

EN

T)

SUBMIT BID FOR APPROVAL

SC

IEN

CE

MATH

NU

MB

ER

SY

ST

EM

S

Human consideration

Grant appropriate regard for customer's unique

needs;


the



Communicate pride in establis!ment

Conditions for healthy and growth-directed

joh..pgrformance


capacities; Capacity to perceive, quickli'ffitegrate,

and inction well in the face of unexpected

situation-

al variables; Capacity to maintain

open-mindedness and

coposure in the far seemingly different, eccentricor

..shing values expressed behaviorally

or verbally


Counting

.

Coordinate system

Ordering

Indexing

Coding

Ratio

,

Measurement

Recording

CO

MM

UN

ICA

TIO

NS

1

Reading

Writing

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S


Prepare written report

Comprehesion, Detail/Inference, Infor-




Mechanism, Definition, Terminology


Description, Reports, Business letter

and terminology, Appropriate diction,

Logic, Usage, Clarity of expression

73

65

(TA

SK

ST

AT

EM

EN

T)

EX

PE

DIT

E O

RD

ER

FR

OM

MA

NU

FA

CT

UR

ER

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

Purchase order and purchase order num-

Schedule shipping date in conjunction

ber

with client's specified irrival time

Carrier and its indentification

Confirm actual shipment and date

Follow-up confirmation of purchase

order

Follow-up confirmation of carrier

DE

CIS

ION

SC

UE

S

Determine method of follow-up to

Confirmation of order, carrier confir-

include letter, phone, teletype or

nation

purchase Order number

ER

RO

RS

Failure to properly execute order

(TASK

ST

AT

EM

EN

T)

EXPEDITE ORDER FROM MANUFACTURER

SCIENCE

,

MA

TH

NU

MB

ER

SY

ST

EM

S


Grant rinropriate regard for customer's unique needs;





Excessive anticipation of expected events, Excessive

preoccupation with past experiences; Excessivepre-

occupation with fantasy; Excessive attachment

to fixed-.

projected time sets (e.s. schedules, appointments,

deadlines)

Use of numbers (without calculation)

Counting

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Writing

Speaking

Confirm written instructions

Deliver oral instruction

l'enmanship, Spelling, Classification,


Business letter, Clarity of expres-

sion


ation, Logic, Usage

1.4

0-..

-

67

(TA

SK

ST

AT

EM

EN

T)

DRAW CONTRACT IN PROPER LEGAL FORM

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

771

'S

AF

ET

Y -

HA

ZA

RD

Legal department or individual

Determine essentials of a legal con-

tract

Contract format

Specify performance procedurt.-

Client

Incorporate conditions and purposos

of ag-vrtnent

Finelize contract i.n

p-Ip

Prlegal form

('o co

.fir

m)

Specify terms of agreement

.,

DE

CIS

ION

SC

UE

SE

RR

OR

S

Decide on content of contract

Client's signature

Illegal or unbending contract

Client's acceptance or rejection of

terms and content

..

K S

TA

TE

ME

NT

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

Hunan considerations

Grant appropriate regard fir customer's unique needs;

Exhibit capacity to ascertain 'est service for the

particular party trpe request; Show and describe



,

Excessive anticipation of experiences; Excessive pre-

occupation with fantesy; Excessive attachment to fixed-

projected time sets (e.g. schedules, appointments,

deadlines)


Counting

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

CO

MM

UN

ICA

TIO

NS

s

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Reading

Uritine

Speaking


,

rite report


.




experiment, Proposals, Description

of mechanism, Description, Termi-

noloey


Description, Clarity of expression,

Logic, Usage




Gestures, Dress,Tacial and body

features-, Poise, Usage

..../--7-

69.

Duty E DeterMining Results by PO-nowUp Contact1 Supervise installation of product2 Demonstrate operation of equipment; and use of materials or

auxiliary equipment3 Instruct employees on operation of equipment4 Instruct employees on maintenance of equipment5 Adjust complaints (including delivery)6 Inspect product for wear and servicability

71

(TASKSTATEMENT)

SUPERVISE INSTALLATION OF PRODUCTS (S)

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

--

HA

ZA

RD

Actual product

Actual material

Actual equipment

Actual auxiliary equipment or material

Locate any required materials handling

equipment

Locate labor force

Direct specified or chronological or-

der of assembly or movement of

product

Direct to desired location (after loca-

tion has been prepared)

Secure product

Follow-up by checking security of

installation


DE

CIS

ION

S

Decide time schedule

Decide orderly steps to be taken

during the course of installation

CU

ES

Competency of labor force layout of

physical facilities

ER

RO

RS

Improper installation resulting in

inefficiency of operations

(TA

SK

ST

AT

EM

EN

T)

SUPERVISE INSTALLATION OF PRODUCT(S)

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

Physical, emotional, and mental considerations (see appen-

dix)

Comfort

Caution

Safety

Physical, emotional, and intellectual health

Attention

Observation

Concentration

Mental alertness

Mental quietude

Mental clarity

Organization

Set of Real Numbers

Rationals


Coordinate system, [Tire schedule]

Ordering

[Chronological order of movement]


Guess and check method [Movement of product]

As it may apply:




CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

EMODES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

SSpeaking

Reading

Listening

Viewing

Verbal introduction

Social

Comprehension of cltalog

Conversation

Social/Business

Illustration

Terminology, Diction, Enunciation,

(Clarity of expression, Persuasion,

Denotation/Connotation, Logic, Ges-

tures, Dress, Facial and body fea-

turei, Poise, Usage

Comprehension,Detail/Inference, Infor-

mational reports, Recommmendation

reports, Physical experiment, Descrip.

tion of mechanism, Terminology

Concentration2 Note taking


73

(TA

SK

ST

AT

EM

EN

T)

DEMONSTRATE OPERATION OF EQUIPMENT; _USE OF MATERIALS ORAUXILIARY EQUIPMENT

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TSACTED UPON

PE

RF

OR

MA

NC

E K

NO

WLE

DG

E

.A

21

SA

FE

TY

7 H

AZ

AR

D

Actual equipment

---

Review methods necessary for operating

equipment


Equipment operators (to-include

Inspect equipment for proper operating

materials or auxiliary equipment)

procedures

Demonstrate equipment to client in a

logical sequential order

Interpret client's concerns and ques-

tions

Review operation of equipment with

client

Redemonstrate equipment with client

DE

CIS

ION

SC

UE

SE

RR

OR

S

Decideonpropdemonstration

logicaland sequential

Operation of the equipment

Audience's lack of ability to operate

order

equipment effectively or efficiently

Size and knowledge of audience

Consider the audience in demonstration

being made

\\ '

---

(TASK

ST

AT

EM

EN

T)

DEMONSTRATE OPERATION OF EQUIPMENT; USE OF MATERIALS OR AUXILIARY EQUIPMENT

SC

IEN

CE

Phy

sica

l, em

otio

nal,

and

men

tal c

onsi

dera

tions

(se

e ap

pen

dix)

Comfort

Caution

Safety


Attention

Observation

Concentration

Mental alertness

Mental quietude

Mental clarity

Organization

MA

TH

NU

MB

ER

SY

ST

EM

S

Set of Real Numbers [Rationals], Use of Numbers (without

calculation), Fundamental Operations (Calculation), Basic

Arithmetic Skills and Concepts, Use of Computing Devices

and Mechanical Aids, Basic Measurement Skills and Concept

Basic Alge$ra Skills and Concepts, Basic Trigonometry




As it may apply:


Status and competency of client'or audience


CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Reading

Writing

Viewing

Speaking

EX

AM

PLE

S

Comprehend written report


Examine charts and plan

Demonstrating equipment

SK

ILLS

/CO

NC

EP

TS

Comprehension, Description of mechanism

and terminology


letters, Persuasion and sales tech-

nique, Logic, Denotative/Connotative


Terminology, Diction, Enunciation,

Clarity of expression, Denotation/

Connotation, Logic, Gestures, Dress,

Facial and body features, Poise,

Usage

(TA

SK

ST

A-7

ME

NT

)INSTRUCT EMPLOYEES ON OPERATION OF EQUIPMENT

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

N

Actual- equipment

Audience or operators

Manuals of operation

C

DE

CIS

ION

S

PE

RF

OR

MA

NC

E K

NO

WLE

DG

E

Pass out any relevant material pertain

ink; to the operation of the equip-

ment

Give an overview of the operation of

Run through operation of equipment,

step by step

Entertain any questions employees may

have..

Allow employees to operate equipment

Critique employees operation of

equipment

Review operation again

Determine methods of instruction

Decide how to positively reinforce

CU

ES

Degree of audience competency

SA

FE

TY

HA

ZA

RD


4111

=

ER

RO

RS

\\

Failure of

udience to understand

operation of equipment

(TA

SK

ST

AT

EM

EN

T)

INSTRUCT EMPLOYEES ON OPERATION OF EQUIPMENT

SC

IEN

CE

MA

TH

- N

UM

BE

R S

YS

TE

MS





Ex-

hibit capacity to ascertain best service for the particular

party type request; Show and describe facilities with



Capacity to perceive, quickly integrate, and function well

in the face of unexpected situational variables; Capacity


seemingly different, eccentric or clashing values ex-

-d--

pressed behaviorally or verbally


Comfort,

caution, safety, physical, emotional

and intellectual


alertness, mental quietude, mental clarity, and organi-

zation

Set of Real Numbers,

Fundamental Operations

Skills and Concepts,

ical Aids, Basic Measurement

Algebra Skills and

Concepts, Basic Geometry

bility Skills and

Concepts, Basic Logic

As it may apply:

Dependent on nature

status and competency

Math - Number Systems

Use of Numbers (without calculation),

-(Calculation), Basic Arithmetic

Use of Computing Devices and Mechan-,

Skills and Concepts, Basic

Concepts, BaSic Trigonometry Skills and

Skills and Concepts, Basic Proba-

Concepts, Basic Statistical Skills,and

and use of product

of client or audience

(see appendix)

'.

--\

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

S

Reading

Listening

,

Viewing

.--

,------

Speaking

Comprehend data

Employee's

questions

Illustration

Demonstration

77

Comprehension, Detail/inference, Speed/

Rate, Informational reports, Recommen-

dation reports, Physical experiment,


Auditory discrimination, Discriminate-

facts from non-facts, Concentration,

'Logic

Visual analysis, Detail /Inference, Color

discrimination, Re- ignition of symbols

codes, emblems

Terminology, Diction, Enunciation, Clar-

ity of.expression, Denotatton/Connota-

tion, Logic, Gestures, *14.3, Facial

and body features, Poise,

Usage

(TA

SK

ST

AT

EM

EN

T)

INSTRUCT EMPLOYEES ON MAINTAINANCE OF EQUIPMENT

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

N

Actual equipment

Audience or operators

Manuals of operation

PE

RF

OR

MA

NC

E K

NO

WLE

DG

E

4

Pass out any relevant material pertain-

ing to the maintainance of the equip

ment

Give an overview of the maintainance of

equipment

Run through maintainance of equipment,

step by step

Entertain any questions employees may

have

Allow employees to maintain equipment

Critique employee's maintainance of

equipment

Review maintainance again

SA

FE

TY

HA

ZA

RD

c-fety and Hazard(see -appendix)

DE

CIS

ION

S

Determine which components can be

maintained by employees and which

should be maintained by selling

company

Determine methods of instruction

Determine competence of employees

I

CU

ES

Audience ability to comprehend

instruction

Regularity of maintenance to be

performed --

_-

Degree of efficiency required in

maintenance

ER

RO

RS

Inappropriate maintenance of-equipment

resulting in down time--excessive

wear

Failure of employees to interpret

proper maintenance procedure

(TA

SK

STATEMENT)

INSTRUCT EMPLOYEES ON MAINTAINANCE OF EQUIPMENT

SC

I EN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S






particular pary type request; Show and describe



Capacity to perceive, quickly integrate, and function well

in the face fo unexpected situational variables; Capacity


seemingly different, eccentric or clashing values expressed




and in-

tellectual health, attention, observation, concentration,

mental alertness, mental quietude, mental clarity and

organization



Skills and Concepts, Use of Computing Devices and Mech-

anical Aids, Basic Measurement Skills and Concepts, Basic

Algebra Skills and Concepts, Basic Trigonometry Skills

and Concepts, Basic Geometry Skills and Concepts,; Basic

Statistical Skills and Concepts, Basic Probability Skills

and Concepts, Basic Logic

As it may apply:



Math

Number System (see appendi''

CO

MM

UN

ICA

TIO

NS

Speaking

Listening

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

S

Verbal

persuasion

Conversation

79

SKILLS/CONCEPTS


ation, Clarity,of expression, Persua-




Discriminate facts from non-facts,

Recognize opinions, Concentration,

Logic, i!nrd definition, Note taking

(TA

SK

ST

AT

EM

EN

T)

ADJUST COMPLAINTS (INCLUDING DELIVERY

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

,,,--

-,...

..

SA

FE

TY

HA

ZA

RD

,.

Oe

Customer - client

"Communique" used to register com-

plaint

.

Interpret validity of complaint

Confer with customer on necessity or

degree of adjustment

Make desirable adjustment

Follow-up to make, sure adjustment is

adequate and meets cugtomeA expec-

tations

/---.....-

DE

CIS

ION

SC

UE

SE

RR

OR

S

Determine if the complaint is really

valid

Determine if it is advantageous to

adjust complaint

Determine if adjustment is possible

Communique from client

1

Inspection by sal4sperson

Over or under adjusting

Making wrong adjustment

Incorrect adjustment

(TA

SK

ST

AT

EM

EN

T)

ADJUST COMPLAINTS (INCLUDING DELIVERY)

SC

IEN

CE

\M

AT

HN

UM

BE

R S

YS

TE

MS





.Conditions for healthy and growth-directed job performance


well in the fare of unexpected situational variables;






and

intellectual health,\attention, observation, concen-


clarity, a..1 organization









-

As it may apply:




CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

SSpeakiug

Listening

Viewing


Comprehend objections

Comprehend illustration









Concentration, Logic



tion of symbols, codes,. evlblems

'-IS

.---

81

(TA

SK

ST

AT

EM

EN

T)

INSPECT PRODUCT WEAR AND SERVICEABILITY

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

rET

YH

AZ

AR

Dl-

- )

( N

o

Product(s)

Develop check list of common areas of

frequent wear and necessary servicing


Stock or inventory of material

Run through check-list

Inspect for wear and servicing of less

than frequent' occurances

Evaluate to determine if any servicing

is needed

a

Perform service

DE

CIS

ION

SC

UE

SE

RR

OR

S

Determine when to make a service in-

Point in time

spection

Excessive wear and down time

Physical condition

Decide on composition of check-list

Customer request

Determine how to perform service on

equipment

.

(TA

SK

ST

AT

EM

EN

T)

.1:4SPECT PRODUCT UEAR AND SERVICEABILITY

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

Personal nualities (see appendix)

Professiop,:lism (see appendix)

'Iunan considerations (see appendix)




Canacity to maintain open-mindedness and composure


values expressed behaviorally orverbaliy

.,asic human inhibitions (see appendix)

-Physical, emotional, and mental considerations


and







Mechanical Aids, Basic Measurement Skills and Concep,

Basic Algebra Skills and Concepts, Basic Trigonomet*y-

Skills and Concepts, Basic Geometry Skills and Conc

is



As it may apply:




CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Reading

Listening

Viewing

EX

AM

PLE

S


Conversation

Audio-Visual equipment

SK

ILLS

/CO

NC

EP

TS


Recommendation reports, Progress

reports, Physical experiment, Propo-

sals, Definition, Terminology


propaganda devices, Discriminate


ions, `Logic


Qr A

t

83

Duty F Contacting and Servicing Existing and Perspective Customers

1 Determine sources of information for potential customers2 Compile and maintain (up-date) potential customers3 Plan and schedule weekly/monthly appointment schedule4 Contact person responsible for making client's buying decision5 Schedule Appointments6 Develop follow-up system7 Ascertain information on territorial changes8 Utilize replacement and refill orders as a sales tool

(suggestive selling)

85

(TA

SK

ST

AT

EM

EN

T)

DETERMINE SOURCES OF INFORMATION FOR POTENTIAL CUSTOMERS

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OBJECTS ACTED UPON

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

Customers (past)

Compile list of source: (where prospec

Prospect or business list(s)*(to he

list can be obtained) contacts

all encompassing) ex:

telephone

Delete irrelevant contact sources

directory, chamber of commerce

Compile list of pertinent sources of

prospect 'ist

Rank sources in order of d srability

.

--,.

*Resource list:

contacts from which

prospect's lists could be compiled

or result from

Prospect list:

would be those indi-

viduals who hopefully would result

in new customers derived from

resource list

DE

CIS

ION

SC

UE

SE

RR

OR

S

Decide where sources are obtainable

Nature of market

-...

Compiling inappropriate list

lircEide which sources to use and

Nature of product

'Failure to discriminate between rele-

which to delete

Availability of sources

vant and irrelevant sources

Determine order of priority

(TASK

ST

AT

EM

EN

T)

DETERMINE SOURCES OF INFORMATION FOR POTENTIAL CUSTOMERS

SC

IEN

CE

,

MA

TH

NU

MB

ER

SY

ST

EM

S





facilities with appropriate-speed and clarity; Commu-

nicate pride in establishment

,


Concentration, Mental alertness, Mental quietude,

Mental clarity, Organization


Excessive attachment to fixed-projected time sets (L.g,

schedules, appointments, deadlines)




Capacit; to maintain open-mindedness and composure in




Counting

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

,

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

EMODES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

SSpeaking

Writing

Viewing

.


Write report

Illustration







Description, Logic, Usage

Auditory discrimination, Recognition of

opinions, Concentration, Word defini-

tion

-

87

94(TASK

ST

AT

EM

EN

T)

COMPILE AND MAINTAIN- UPDATE POTENTIAL PROSPECT FILE

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

Pertinent resource lists

Relevant prospect list

Referrals from daily contacts

.

Compile systematic approach to file

list

Compile information on prospects

Periodically add pertinent information

Periodically delete obsolete informa-

tion

DE

CIS

ION

SC

UE

S

Fee

dbac

k fr

om c

onta

cts

Market area

Nature of market _

ER

RO

RS

Ineffective prospect file follow-up

unproductive leads

Determine how to compile information

Decide what information 'is needed

Decide how to verify or confirm

inforiation

Determine method of up-dating

(TA

SKSTATEMENT)

SW-EINEM

COMPILE AND MAINTAIN (UP-DATE) POTENTIAL PROSPECT FILE

SC

IEN

CE

MA

TH

- N

UM

BE

R S

YS

TE

MS


.__




facilities with appropriate speed and clarity; Commu-




Mental clarity. Organization




Conditions for healthy and growth - directed -job performance

Capacity to perceive, quickly integrate; and function



the far seemingly different, eccentric onclashing



Counting

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

SReading.

Writing

Viewing

----

/


Write inserts and reports

-

__

Examine charts and plan ,,


and terminology

Appropriate_diction, Persuasion and

,d-lii technique, Denotation/Connota-

tion, Logic, Usage, Penmanship, -

Spelling, Reports, Business letters


.

t

89

(TA

SK

ST

AT

EM

EN

T)

PLAN AND SCHEDULE WEEKLY::ONTHLY APPOINTMENT SCHEDULE

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

L-S

,O

BJE

CT

S A

CT

ED

UP

ON

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

Schedule_ book

Planning calendar

--

P..--

*

Interpret prospect file information to

determine potential need

Ascertain need for appointment

Compile method of approach

Contact potential client by written or

oral communique

.

,

.-

.

/Iowa

CU

ES

.E

RR

OR

S_DECISIONS

Determine how to contact and schedule

Previously compiled information

Determine when to contact and schedule

Accessability of client

-

Determine where to contact and schedule

,\

.,

,...

.

.\

Contacting wrong person, at wrong

time, for wrong reason_"_

Failure to make contact

-

(TA

SK

ST

AT

EM

EN

T)

PLAN AND SCHEDULE WEEKL

/MONTHLY APPOINTMENT SCHEDULE

SC

IEN

CE

-rM

AT

HN

UM

BE

R S

YS

TE

MS

.






particular party type request; Communicate pride in

establishment; Show and describe facilities with


Physical, emotional, an.1 wental considerations

Physical, emotional




A

Use of Numbers (Calculation)

Coordinate'system [appointment scheduling]

Indexing

[appointment scheduling]

Recording

[appointment scheduling]

.,

-

%

.

\.

.C

OM

MU

NIC

AT

ION

S

PE

RF

OR

MA

NC

E M

OD

ES

_EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

S

Speaking

Listening

Viewing

.


.



.

Terminology, Diction, Implying,

EnunciJ






ppaganda devices, Discrimination of

acts.from non-facts, Recognize opin

ions, Concentration, Logic

isual analysis, Logic, Detail/Infer-


tion of symbols, codes, emblems

91

(TA

SK

ST

AT

EM

EN

T)

CONTACT PERSON RESPONSIB

FOR MAKING CLIENT'S BUYING DECISION

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

Dway

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

Client, perspective and list

Initiate communique to perspective

client

Actual client

Schedule appointment

Review material which is pertinent

to contact

.

.--

.Confirm having made contact with person

responsible for buying decision

DE

CIS

ION

SC

UE

SE

RR

OR

S

Decide who is responsible for buying

Potential client ne4cis

Contacting person not responsible for

decision

making buying decision

Referrals

Determine when to contact

Client's referral

Determine how to contact

,,

.

...

(TA

SK

ST

AT

EM

EN

T)

CONTACT PERSON RESPONSIBLE FOR MAKING CLIENT'S BUYING DECISION

-

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S


'


Human consideration



particular party type request; Communicate pride in

establishment; Show and.describe facilities with



Physical, emotional




.


Coordinate system [appointment scheduling]

Recording

.[appointment scheduling]

.

.....,..

,

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

S

Reading

Writing

Speaking

_.

Comprehend written reports/schedules

Write report


..

1

Comprehension, Description of mechan-

ism, Terminology

Penmanship, Spelling,, Classification,


Logic, Usage

Terminology, Diction, Implying, Enunci

ation, Clarity of expression, Persua

sion, Gestures, Dress, ,Facial and

body features, Poise

..

-111(4

93

:1(1

(TA

SK

ST

AT

EM

EN

T)

SCHEDULE

APP

OIN

TM

EN

TS

,T

OO

LS, E

QU

IPM

EN

T, M

AT

ER

IALS

,O

BJE

CT

S A

CT

ED

UP

ON

PE

RF

OR

MA

NC

E K

NO

WLE

DG

E.

SA

FE

TY

HA

ZA

RD

Schedule book

.Interpret prospect file information to

Planning calendar

determine potential need

Ascertain need for appointment

..

.,

Compile method of approach

Contact potential client by written or

oral communique

Actually schedule appointment-

Confirm appointment time and place

.

DE

CIS

ION

SC

UE

S.

ER

RO

RS

-

Determine when to schedule appointment

Previously compiled information

Scheduling conflicting appointment

Determine where (to include physical

times and dates

.

facility and location) to schedule'',

appointments

Accessability of client

Inability to keep appointment

committments

Determine individuals to be'present

Mode and time of transpOrtation to

Possibility of client or potential

.

during appointment scheduled

client's place of business

client developing negative attitude

Weather conditions

toward salesperson-or salesperson's

Accomodations

ability to plan ahead

Arrival and departure time

Amount of time availab.e with client

Other appointments, on schedule

.

)

(TASK STATEMENT)

E APPOIN

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

--------------


Grant appropriate regard for customer's unique nelds;





.



Mental clarity, Organization




-


,






-Use of Numbers (Calculation)

Coordinate system [appointment scheduling]

Recording [appointment,-;scheduling]

c.-..,.)

.

..

,

.

CO

MM

UN

ICA

TIO

NS

-

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Reading

Writing

Speaking -

Comprehend written rep its

Write report

Make oral appointment

0

Comprehension, Detail /Inference, Infor-







Logic

.






95

(TA

SK

ST

AT

EM

EN

T)

DEVELOP FoLLOII-UP SYSTEM

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AK

CE

SA

FE

TY

HA

ZA

RD

10-T

VIO

ILE

DG

-E

File

Calendar - yearly

Plan books

Notes from original visits

Make notation of

endar on file

Pull file pertaining

Make note of conversation

contact

Initiate appropriate

Reinforce purpose

follow-up date on_cal-

, \

to initial visit

from initial

communique

of original visit

._

_

AMMMMIIMMIOW

DE

CIS

ION

S.

CU

ES

Client's original response

.

ER

RO

R$

Untimely follow-up

,

.

Determine timely follow-up date

Determine filing system

Determine system of notating pertinent

information

TA

SK

ST

AT

EM

EN

T)

SC

IEN

CE

ivyrni

- N

UM

BE

R S

YS

TE

MS



particular party type request; Slw. used describe




Mental alertness, Mental quietude, Mental clarity,

Organization



(e.g. schedules, appointments, deadlines); Excessive

attachment to personal value sets which inhibit

open

interpersonal communication, Excessive mental activity

to the complete exclusion of intuitive body expression


Coordinate system (appointment scheduling]

Indexing [appointment scheduling]

Recording [appointment scheduling]

.

CO

MM

UN

ICA

TIO

NS

,,

PE

RF

OR

MA

NC

EM

OD

ES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

SSpeaking

Listening

Viewing

.,




.


ation, Clarity of exiliession, Persua-





propaganda devices, Ditcrimination of


ions, Concentration, Logic



tion of symbols, codes, emblems

97

(TA

SK

ST

AT

EM

EN

T)

ASCERTAIN INFORMATION ON TERRITORIAL CHANGES

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

Census data

Primary and secondary data

Research reports

Statistical studies of market changes

and conditions

Observation of socio-economic condi-

tions

Read growth and expansion data

Interpret local, state or national

_ebncensus figures relative to popula-

tion

Interpret business expansion vs. busi

ness relocation

Decline or increase of population

Analyze all primary and secondary to

segment markets (market segmentation

procedures)

DE

CIS

ION

S

Determine method of segmenting market

Determine method of analyzing and

interpreting data

CU

ES

Available data - concensus observation

and studies

ER

RO

RS

Failure to realize radical changes

in market segments and conditions

(TA

SK

ST

AT

EM

EN

T)

ASCERTAIN INFORMATION ON TERRITORIAL CHANGES

SC

IEN

CE

'M

AT

HN

UM

BE

R S

YS

TE

MS

---



the




Physical, emotiona], and mental considerations

Mental alertness, Mental quietude, Mental: clarity,

Organization


Excessive attachment to fixed-projected time

sets


attachment to personal value sets which inhibit

open

interpersonal communication; Excessive mental activity


*An awareness of market research procedures and

interpreta-

tions of findings are imperative in the completion

of this task in order to determine market conditions

and identify market segments

Basic Probability Skills and Concepts

Determine probability of sample events; use of

probability in prediction of mass behavior vs. un-

predictability of single events

Basic Logic

Symbolism

Deductive or industive

Implications/converse/inverse/contrapositive

Arguments/test for validity

Proof

Direct

Paragraph/two column

..

Indirect

I

Basic Statistical Skills and Concepts

'Representative sampling from population; measurement of

central tendency via mean (average), median, standard

deviation; techniques of statistical analysis and

statistical inference

.

CO

MM

UN

ICA

TIO

NS

\

PE

RF

OR

MA

NC

EMODES

EXAMPLES

SKILLS/CONCEPTS

Reading

.

Writing

Viewing


Write report

Examine charts and plan



ports, Physical experiment,

Description of mechanism, Definition,

Terminology

Penmanship, Description, Clarity of

expression, Logic, Usage

Word definition, Recognition of symbolsg

codes, emblems

99

(TA

SK

ST

AT

EM

EN

T)

UTILIZE REPLACEMENT AND REFILL ORDERS AS A SALES TOOL ((SUGGESTIVE SELLING)

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

+S

AF

ET

YH

AZ

AR

D

Samples

Mock-ups

Graphic and visual tools

Reports and findings

A keen awareness of the techniques and

methods applied to suggestive

selling are imperative_to the

completion of this task

Analyze existing product line of clien

Suggest expansion or increasing exis-

ting product line

Utilize methods of trading-up an-'

increasing sales.

DE

CIS

ION

S

Determine if product line expansion

would be profitable

7Deierminehow product line expansion

or increasing will provide in-

creased profits

CUES

Physical operation

Acception and rejection of expansion

of product line

ER

RO

RS

Not to suggest

Failure to increase client's order

Suggesting inappropriate items

1111.111.1.11111111.11111111111.111.1111111.111111.6.

(TA

SK

ST

AT

EM

EN

T)

UTILIZE REPLACEMENT AND REFILL ORDERS AS A SALES TOM,(SUOgallyLIELLIAQ)_-__

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

.....1

110.

0.














Set of Real Numbers


Fundamental Operations (Calculation)


Use of Computing Devices and Mechanical Aids

Basic Measurement Skills and Concepts

As it may apply:



--C

OM

MU

NIC

AT

ION

S

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

S

'Comprehend written reports

Illustration

SK

ILLS

/CO

NC

EP

TS

Informational reports, Comprehension,

Detail/Inference, Physical experiment

Proposals, Description of mechanism,

Definition, Terminology



emblems

101

Duty G Developing and Implementing Proper Sales Promotion and Product Promotion PlanDevelop "customer relation" procedure

'2 Determine methods of 'keeping advised of promotional techniques(of products and firm)

3 Determine method of product, company and sales publicity4 Determine method of displaying product(s) in conjunction with exhibitions,

trade fairs,,' and special events5,

Exhibit goodwill through-:effective "public relatibns" program.

(oy

4,

1 nq

(TA

SK

ST

AT

EM

EN

T)

DEVELOP "CUSTOMER RELATION" PROCEDURE

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

*"Customer Relations" plan-of-attack

**to include customer services

*Because "Customer relations" is an

important and essential part of

any sales organization - one

should consider implementing a

customer relations program with-

out anv cues

**Customer services to include any-

thing which would'prove benefi-

cial, economical; efficient, and

complimentary to a particular

operation

Establish rapport with client

Build confidence

Nurture trust

Inform client of available service

from representative company

Extend available assistance to client

DE

CIS

ION

S

Determine how to build "customer rela-

tions" through a comprehensive

plan of attack - which is all

encompassin,

CU

ES

Positive or negative feeling on the

part of the client with regards to

the Product- or company the sales-

person is representing

ER

RO

RS

Failure to establish good rapport

/ (TA

SK

ST

AT

EM

EN

T/

DEVELOP "CUSTOMER RELATION" PROCEDURE

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S

Personal qualities (see\appendix)

Professionalism (See appendix)


Maintain customer's illusion of privacy by avoiding ex-

cessive noise or movement; Maintain regard for differing

views on maximum efficiency of the operation; Communicate


Basic human inhibitions,,

-

Excessive attachment to fixed-projected time sets (e.g.

schedules, appointments, deadlines); Excessive attachment

to personal value sets which inhibit open interpersonal

communication; Excessive mental activity to the complete

exclusion of intuitive body expression



intellectual health, attention, observation, concentration

mental alertness, mental quietude, mental clarity, and

organization

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

Speaking

Listening

Viewing

EX

AM

PLE

S

Verbal introduction

Social conversation

Social/business conversation)

Illustration

105

SK

ILLS

/CO

NC

EP

TS




GestUres, Dress, Facial and body





(TA

SK

ST

AT

EM

EN

T)

DETERMINE METHODS OF KEEPING ADVISED OF

PROMOTIONAL TECHNIOUES (OF PRODUCTS AND FIRM)

i 1 1

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

N

Journals (promotions)

Ad agencies

Promotion department (if large enough

company)

Special promotional publication

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

Compile list of pertinent resources

as they apply to promotional methods

and techniques

Secure, read, and interpret promotiona

data

Apply pertinent data to the promotion

of the product at hand

DE

CIS

ION

S

Determine available and up-to-date

sources of promotional techniques

Determine which and how to apply promo-

tional data to product(s)

CUES

ER

RO

RS

Availability of pertinent promotional

material in conjunction with product

Failuie to obtain and use up-to-date

material which would enhance the

promotion of the product

(TA

SK

ST

AT

EM

EN

T)

DETERMINE METHODS OF KEEPING ADVISED OF PROMOTIONAL TECHNIQUES (OF PRODUCTS AND FIRM)

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S




Maintain customer's illusion of privacy by avoiding ex..


views on maximum efficiency of the operations; Communicate



Excessive attachment to fixed-projected time sets (e.g.


to personal value sets which inhibit open interpersonal



Physical,' emotional, and mental considerations


and

intellectual health, attention, observation, concentration,

mental alerness, mental quietude, mental clarity, and

organization

Uie of Numbers (Without calculation)

Coordinate system [Interpret data]

Indexing [Index data]

Recording [Record data]

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

S

Reading

Listening

Viewing

Comprehend reports

-

Catalogs

.

Social/business conversation

Illustration

_

107


Informational reports, Recommendation

reports



112

113

(TA

SK

STATEMENT) DETERMINE METHOD OF

PRODUCT, COMPANY AND SALES

PUBLICITY

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

Material novelty advertising devices

Gratuities (ex:

sporting, events

tickets)

Home company promotional devices (with

regards to company, products, or

salesperson)

Derive clients likes ark. dislikes with

regards to interests

Supply client with publicity material

(as it applies to company, products,

salesperson)

Mail or drop off novelty devices

DE

CIS

ION

S

Determine what novelty and nronotional

devices to incorporate

!That is available

Customer's interest and personality

ER

RO

RS

Failure to keep client informed of

company's imace

Failure to keep company's name in fron

of client

(TA

SK

ST

-A(T

EM

EN

t)DETERMP;F. METUOD OF PRODUCT, COMPANY AND SALES PUBLICITY

SC

IEN

CE

.M

AT

HN

UM

BE

R S

YS

TE

MS




,

Maintain customer's illusion of privacy by avoiding ex'


views on maximum efficiency of the operations; Communicate


,.


Excessivezattachment to fixed-projected time sets (e,g.


to Personalmalue sets which inhibit open. interpersonal





and intel-

lectual health, attention,: observation, concentration,

mental alertness, mental quietude, mental clarity,

and organization

Use of Numbers (wit

ut calculation)

[Quajtity and quality]

Counting

Coordinate system

Ordering

Indexing

Coding

.

Ratio

Measurement

.

Recording

,

.

..

CO

MM

UN

ICA

TIO

NS

..

.

PE

RF

OR

MA

NC

EMODES

EXAMPLES

SK

ILLS

/CO

NC

EP

TS

Writing

Speaking

Viewing _

Business

letters

,,..._

Delive. oral conversation

Illustration

109

Penmanship, Spelling, Memo format,

Reports, Business letters, Terminolo-

gy, Appropriate diction, Clarity of

expression, Persuasion and sales

-technique







i I 4

DETERMINE METHOD OF DISPLAYING PRODUCT(S) IN

CONJUNCTION WITH EXHIBITIONS, TRADE FAIRS,

(TA

SK

ST

AT

EM

EN

T)

AND SPECIAL EVENTS

,44

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

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AN

CE

KN

OW

LED

GE

\ctual product, equipment. and mater-

ials

Display fixtures and props

Display booth

Product literature

;ovelty devices

I--

DE

CIS

ION

S--------

Decide what equipment and materials

need to be taken to special event

exhibitions

Decide what'displav techniques to

employ

Compile list of schedule farrs,.exhi-

birions, and events for up-coming

year

Secure reservations at above events

for self and client '(s)

Confirm reservations for accomodations

Secure materials and equipment to be

displayed

Set up at exhibition

CU

ES

What events are available

Where events are scheduled

That would be of interest to clients

SA

FE

TY

HA

ZA

RD


ER

RO

RS

Failure to be aware of up-coming event.

*24---=zawsmoms-7,

(TA

SK

....

,

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S_-



-


--

Counting

Excessive attachmentto-fixed-prolected time sets

Coordinate system

(e.g. schedules; appointments, deadlines); Excessive

Ordering

attachment to personal value sets which inhibitopen

Indexing


Coding


Ratio

.

Conditions for healthy and growth-directed job performance.

Measurement


Recording



.

in the far seemingly different, eccentric

or clashing


CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

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Speaking

Verbally make arrangements






Reading

Comprehend schedules

Comprehension, Detail/Inference, Recom-

mendation reports, Physical experi-

ment, Description of mechanism,

Terminology

Listening

Conversation


Viewing

Illustration

Recognition of symbols, Codes, emblems

id

.

.

1TA

SK

ST

AT

EM

EN

T)

DETERMINE METHOD OF DISPLAYING PRODUCT(S) IN CONJUNCTION WITH

EXHIBITIONS, TRADE FAIRS,

111

(TASK

ST

AT

EM

EN

T)

EXHIBIT GOOD WILL THROUGH EFFECTIVE "PUBLIC RELATIONS" PROGRAM

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

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ER

FO

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AN

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KN

OW

LED

GE

SA

FE

TY

--

HA

ZA

RD

Available public relations* methods,

techniques, and materials

*Public 'relations:

to :nclude local

community, civic, youth organiza-

tions, state, country and organ-

ized groups' affairs and programs

in conjuction with a conscien-

cious effort to contribute time,

money or advice

DE

CIS

ION

S

Decide on competent ad agency

Determine scope of public relations

program and purpose

Develop plan of attack for a public

relations campaign

If feasible, employ ad agency to carry

on institutional advertising

Initiate public relations program

aimed at building, good .will

Initiate on-goingpublic relations

program

CU

ES

40

Curre:it status of company's image

Availability of public relations

material and programming

O

ER

RO

RS

Failure to maintain or create positive

company image

rcti7

1"Z

UM

1111

11E

tV-1

1111

lri

(TA

SK

ST

AT

EM

EN

T)

E>HiIBIT GOOD WILL THROUGH EFFECTIVE "

RELATIONS" PROD

*VS.

111M

/a L

AIN

IMM

IMIV

IMM

EM

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.111

4114

e,

SC

IEN

CE

iSA

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MA

TH

NU

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ER

SY

ST

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.




Comfort, mental alertness

-Caution, mental quietude

Safety, mental clarity


Attention, organization

Observation

Concentration


Coordinate system (Plan of attack]

_

CO

MM

UN

ICA

TIO

NS

PE

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OR

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Written


Write letter

1

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mational reports, Physical experiment",


Penmanship, Spellirg, Classification,

Description, Logic, Usage

.------

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113

Duty H Writing Reports1 Write reports on completed and uncompleted sales2 Write reports on sales prospects and contacts3 Write reports on competitors' products4 Write reports on credit ratings of customers

5 Record And maintain salesperson's expense accounts6 Maintain sale progress report charts

(TA

SK S

TA

TE

ME

NT

)WRITE REPORTS ON COMPLETED AND UNCOMPLETED SALES

TO

OLS

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NT

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RIA

LS,

OB

JEC

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AC

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D U

PON

PE

RF

OR

MA

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E K

NO

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DG

ES

AF

ET

Y -

HA

ZA

RD

Sales report form(s)

Compile ratio of sales attempted to

sales completed

Write rough draft on what transpired

during sales contact

Review sales report for accuracy

Make- notations of'errors during contact

(salesperson)

Make notation of st ang points (sales-

person)

Make notations of

lient's subordinates

(interests)

2 Compile narrative report only on com-

pleted and uncompleted -sales

al

DE

CIS

ION

SC

UE

SE

RR

OR

S.

.

ii

Determine relevant information to

tt f

d d

tWhat transpired

contact

include in report

of report

,Information which would prove informa-

tive in future

tl

Meaningless report, too much jargon -

useless report

i

-

,oias-c-agissmosswaximmir

.

1111111111111M (TA

SK

ST

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EM

EN

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WRITE REPORTS ON COMPLETED AND UNCOMPLETED SALES

......

....,.

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..,...

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v....

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.Human considerations






Physical, emotional, and mental considerations-

Comfort, Safety, Physical, emotional

and intellectual

health, Attention, Concentration, Mental clarity,

Organization


,



attachment-to personal value sets which inhibit open




(see appendix)

_


Counting

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

.

.,

I

__.

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UN

ICA

TIO

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S*E

XA

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LES

SK

ILLS

/CO

NC

EP

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Reading

Viewing

Writing

.


Illustration

Write reports

,



-...




Visual.analysis,-Logic, Recognition of


.Spelling, Classification, Memo format,


Clarity of expression, Logic, Usage

i 91

117

,

(TA

SK

ST

AT

EM

EN

T)

WRITE REPORTS ON SALES. PROSPECTS

ID CONTACTS

1 22

1

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

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D U

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OR

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AF

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-- H

AZ

AR

D

,

Sales prospect and contact form(s)

Gather information of client

Include pertinent information into

report form

_-

Review information for accuracy

Organize material into an easy access

form or format in order to have

,

readily available (cross reference)

,

Review up-date files on prospects

DE

CIS

ION

SC

UE

SE

RR

OR

S

Determine what information is important

Method and availability of derivinr

Failure to compile and have available

enough to be included in customer

information on a client

relevant and pertinent information

files

on prospect client

Actual format of report form

Decide on efficient and effective

method of filing

.

.

(TA

SK

ST

AT

EM

EN

T).

WRITE REPORTS ON SALES PROSPECT§' AND CONTACTS

SC

IEN

CE

MA

TH

--

NU

MB

ER

SY

ST

EM

S


Grant appropriate regard for customer's uniqueneeds;

Exhibit capacit7 toascertain best service for the




Phvs-:cal, emotional, and mental considerations


and intellectual

health, Attention, Conentration, Mental clarity,

Organization


Excessive lttachment to fixed-projected tine sets


attachment to personal value sets which inhibit open


to the complet6 exclusion of intuiiye'body expression


(see appendix)


.,

Counting

'

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

'

.

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS/C

ON

CE

PT

SReadin'

\

14ritten

Viewing

,

Comprehend written reports/letters

Urite inserts

Examine catalog.

.


and terminology


letters, Diction, Persuasion, Denota-

tion /Connotation, Logic


e

Pi 4

,....r

i

119

(TA

SK

ST

AT

EM

EN

T)

(MITE REPORTS ON COMPETITORS' PRODUCTS

TO

OLS

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......

.im

mft4

SA

FE

TY

HA

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RD

Competitor's product

Competitor's product analysis form

(a comparison form - comparing

competitor's product to own)

Available product analysis data and

literature on competitor's

product

If possible secure competitor's product

Read any available reports on product

Interpret any Research and Development

report data,on competitor's product

,

Interpret input from existing customers

Contrast and compare competitor's

product to ours on proper comparison

report form

Make notations and pertinent informa-

tion relevant to future sales (on

form)

.

.

N

DECISIONS

.

CU

ES

ER

RO

RS

Decide on what needs to be compared

Competitor's position in the market

Failure to remain competitive

WIMMINIV

(TA

SK

ST

AT

EM

EN

T)

WRITE REPORTS ON COMPETITORS' PRODUCTS

SC

IEN

CE

MA

TH

- N

UM

BE

RSYSTEMS

,


Physical. emotional

and intellectual health, Atten-

-tion, Observation, Concentration, Mental clarity,

Organization



(e.g. schedules, anpointments, deadlines); Excessive


interpersonal communicationT-EXces.sive mental activity



(see appendix)


Counting

-

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

.

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

S

.

SK

ILLS

/CO

NC

EP

TS

Reading

riting

Viewing

Comprehend written report,

.

Trite reports

Illustration

.



ports, Progress reports, Physical

experime-t, Proposals, Description of


Spelling Classification, Description,

Reports, Terminology, Clarity of

expression. Logic, Usage



i 9.5

/

,

/

(TA

SK

ST

AT

EM

EN

T)

WRITE REPORTS ON CREDIT RATINGS OF CUSTOMERS

mommmimmw

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

NP

ER

FO

RM

AN

CE

KN

OW

LED

GE

SA

FE

TY

HA

ZA

RD

Dunn and Bradstreet credit rating

directory

Local credit rating agencies

DE

CIS

ION

S

Dezermine if client's credit rating is

acceptable with company's require-

ments and policies

Consult Dunn and Bradstreet directory

Arrive at customer's credit rating

Note credit rating in proper report

form

Up-date and follow-up client's credit

status

CU

ES

Standard operating procedures

Company's credit policy requirements

ER

RO

RS

Accepting customer with inacceptable

credit rating,

(TASK STATEMENT)

WRITF

''PORTS 41 CREDIT RATINGF OF CUSTOMERS

SC

IEN

CE

.

MA

TH

NU

MB

ER

SY

ST

EM

S





facilities with appropriate sneed and clarity; Commu-


Physical, emotional, _and menial considerations


and intellectual

health. Attention, Concentration, "Iental clarity.

Organization


i:xcessive attachment to fixed-projected time sets



interpersonal communication; Excessivp mental activity

to the complete exclusion of intuitive-body

expression


(see appendix)


Counting'

Coordinate system

Ordering

Indexing

Coding

RatiO

Measurement

Recording

.

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

-E

XA

MP

LES

KIL

LS/C

ON

CE

PT

S

Reading

Listening

.-

Writing

Interpret reports

.

Communicate

Write reports



reports

,




Concentration, Logic, Note taking

Spelling, Classification, Description,

Reports, Terminology, Clarity of

expression, Logic, Usage

.(T

AS

K S

TA

TE

ME

NT

)RECORD AND MAINTAIN SALESPERSON'S EXPENSE ACCOUNT

TO

OL

S, E

QU

IPM

EN

T,

MA

TE

RIA

LS,

OB

JEC

TSACTED

UP

ON

PE

RF

OR

MA

NC

E K

NO

WLE

DG

ES

AF

ET

YH

AZ

AR

D

Expense account form

Obtain tangible receipts

Break receipts down into various re-

Anplicahle receipts

quired categories

Record various expenditures of proper

form

Compute actual categorical totals

Submit for approval

Maintain record on proper form of

expenses

4

.

_

DE

CIS

ION

SC

UE

SE

RR

OR

S

Determine which expenses are applicable

Standard company policy regarding

Not to maintain accurate record of

Dec

ide

whe

n.to

sub

mit

exnenses

expenses

_Not securing receipts

Receiving inaccurate reinbursment on

expenses MiT-ZNAMMIIMP

(TA

SK

ST

AT

EM

EN

T)

RECORD AND MAINTAIN SALESPERSON'S EXPENSE, ACCOUNT

\S

CIE

NC

EM

AT

HN

UM

BE

R S

YS

TE

MS

Human-considerations (see appendix)


,,


Mental Clarity, Organization

Conditions for healthy and growth-directed job* nerfornance



Capacity to maintian open-mindedness and composure-in



_


Counting

.

Coordinate system

Ordering

Indexing

Coding

Ratio

Measurement

Recording

.

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

E M

OD

ES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Reading

''-----:::--__

,---s,

y

Listening

14riting


Conversation

Write records

.

Comprehension, information reports,

Recommendation reports, Proeress

reports, Physical experiment, Propo-

sals, Description of mechanism, Defi-

nition, Terminology



from non-fact, Recoenize opinions,

Concentration, Logic


Description, Terminology, Clarity

of exnression, Logic

(TA

SK

ST

AT

EM

EN

T)

MAINTAIN SALES PROGRESS REPORT

CiiARTS

......

mai

mp

SA

FE

TY

HA

ZA

RD

TO

OLS

, EQ

UIP

ME

NT

, MA

TE

RIA

LS,

OB

JEC

TS

AC

TE

D U

PO

N

.

PE

RF

OR

MA

NC

E K

NO

WLE

DG

E

Graph

Salesperson's incentive programs,

devices, and techniques

Set realistic sale's-goal

Develop a pictorial or visual graph

depicting goal

Arrive at method of recording progress

toward achievement of goal

Record progress

DE

CIS

ION

SC

UE

SC

ompa

ny e

xpec

tatio

nsSalesperson's own self-confidence

of achievement

ER

RO

RS

Failure to set and/or attain a realis

tic goal

Determine how to set an accurate and

realistic goal

Determine how to record progress and

acheivement

/Pt 3

.3i

=11

0111

1111

1E T

,'. M

r.. W

arA

ink.

-,. r

(TA

SK

ST

AT

EM

EN

T)

MAINTAIN sALrs PROGRESS

REPORT CHARTS

SC

IEN

CE

MA

TH

NU

MB

ER

SY

ST

EM

S



Exhibit cap-itv to ascertain hest service for the

_

particular i

.rtv type request; Show and describe



Physical. emotional, :Ind mental considerations


and intellectual

c.alth, Attention, Concentration, Mental clarity.

Oroanization

sic human inhibitions

"n-.essive attachment to fixed-projected tine sets

to.,.. schedules, appointments, deadlines); Excessive

attachment to nersonal value set's which inhibit open


ro the complete exclusion of intuitive body expression

-ondirions for healthy and growth-directed job performance

(see appendix)


Counting

.,

Coding

Coordinate system

Ordering

Indexing

Ratio

Measurement

Recording

CO

MM

UN

ICA

TIO

NS

PE

RF

OR

MA

NC

EMODES

EX

AM

PLE

SS

KIL

LS /C

ON

CE

PT

S

Viein^

..

Illustration

.

Visual analysis, Lo^ic, Recoonition_of


,

-0,

APPENDIX

SAFETY AND HAZARD

At this point, note that specific or determinable safety procedures or hazards encoun-

tered by the industrial salesperson are of a general nature. The industrial salesperson

will have to have a general and constant awareness of safety procedures-dictated by the

nature of the product he/she is selling-and the use of the product he/she is demonitating

or selling.

The basic reason for not being able to list specific instances is/due to the vast difference

in various industrial products-and the various safety procedures which apply to each. For

example, an industrial salesperson selling a product involved with construction, obViously

would have to be constantly aware of the need of a hard hat; an industrial salesperson sell-*

ing to a machine shop would need to be aware of the need for safety goggles afid-Wf-tht vari-

ous'safety devices on large machinery. It would be safe at this time to say, the safety and

hazard would be of a general natureyet ALL ENCOMPASSING asit'appliei to industrial sales.

MATH - NUMBER SYSTEMS

The rationale behind this area lies within two very basic, yet important considerations.

First, the nature and use of the industrial product being sold. This difference is as vast

as the difference between light switches and nuclear reactors for industrial or institui

tiohal use. At this point, the vastness and complexity of mathematical systems as they are

employed by an industrial salesperson are just as vast as the example stated above_ (from

the simple to the most comp] *).

Second. consideration with regards to mathematics as applicable to,industrial sales lies with

the status and competency-of one's particular client or audience. In selling nuclear reac-

tors, the approach used with a city mayor would differ' to the approach used to the city engi-

neers (who would be inclined to better understand technical and statistical data given during

the sales presentation).

These two considerations must be given careful thought when approaching needed mathematical

systems to insure competency on the part of the industrial salesperson

ma

BEHAVIORAL SCIENCE CODE

I. Personal QualitiesA. Exhibit capacity to ascertain personal qualities of client (skills, knowledge,

character, flexibility, learning capacity)B. Exhibit capacity to foster trustC. Exhibit capacity to accurately reflect business operation environment and job

expectationsD. Exhibit capacity to engender clear statement of rationaleE. Exhibit capacity to listen openly and attentively (without bias) in the commu-

nication process -F. Exhibit Oilities of tact, poise, consideration, graciousness and imagination

II. ProfessionalismA. Maintain capacity to foster trust

B. Maintain capacity to foster confidentialityC. Maintain capacity to foxier cooperation

D. Maintain capacity to generate integrityE. Maintain capacity to cope with conflict behaviorF. Maintain capacity to function efficiently when encountering fast changing,

multiple, personal or situational variables

G. Exhibit qualities of self-confidence, self-control, self-reliance, self-respectand adaptability

III. Human ConsiderationsA. Maintain customer's illustion of privacy by avoiding excessive noise or movement

B. Grant appropriate regard for customer's personal space (convenience and special

interests)

C. Maintain regard for differing views on maximum efficiency of the operas

D. Grant appropriate regard for customer's unique needs

E. Exhibit capacity to ascertain best service for the particular party type requestF.' Show and describe facilities with appropriate speed and clarity

G. Communicate pride in establishment

IV. Physical, Emotional and Mental ConsiderationsA. ComfortB. CautionC. Safety

033

D. Physical, emotional and intellectual health

E. AttentionF. ObservationG. ConcentrationH. Mental alertnessI. Mental quietude

J. Mental clarityK., Organization

V. Basic Human InhibitionsA. Excessive anticipation of expected events

B. Excessive preoccupation with fantasyC. Excessive preoccupation with past experiences

D. Excessive attachment to fixed-projected time sets (e.g. schedules, appoint-

ments, deadlines)

E. Excessive attachment to personal value sets which inhibit open interpersonal

communicationF. Excessive mental activity to the complete exclusion of intuitive body expressions

VI. Conditions for Healthy and Growth-Directed Job Performance

A. Awareness of one's changing emotional states

B. Rareness of one's changing physical statesC. ,Awareness of one's unlimited intellectual activities

D. Awareness of one's diverse, intuitive (creative) capacities

E. Capacity to perceive, quickly integrate, and function well in the face of unex-

pected situational variables,F. Capacity to maintain open - mindedness and composure in the far seemingly different,

eccentric or clashing values expressed behaviorally or verbally

ED 107 965 CR 004 178 Kitzmiller, Charles C.; And Others An … · 2014-01-14 · ED 107 965....

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Transcript of ED 107 965 CR 004 178 Kitzmiller, Charles C.; And Others An … · 2014-01-14 · ED 107 965....