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Aline EICK's profile
Test was taken on: 24/07/2013
Test was taken on: 24/07/2013
We thank you for taking the test and for your support and participation.
Your report is presented in multiple sections as given below:
Indicators Indicators specific to the test
Main results Graphic representation and detailed description of
each factor
Personalized analysis of the
report
Specific personality traits of the profile
How different professions
suit the profile
A complementary analysis for a better assessment of
the individual's abilities
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2. Aline EICK's profile
Test was taken on: 24/07/2013
Indicators
Social Desirability
0.0 0 10
A high score (more than 5 out of 10) implies that the candidate has tried to respond in a
"favorable" manner that may render his/her responses invalid. The average score on this
factor is 3.0.
Sales Potential Score
48 0 100
The Sales Potential indicator gives a global view of the predispositions of a candidate or
employee for a career in sales.
The maximum score is of 100 (exceptional sales people).
This indicator is measured from the items showing the most difference in responses
between sales people and non sales people (t-test) while considering other external criteria
like commercial performance.
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3. Aline EICK's profile
Test was taken on: 24/07/2013
Principal results (score out of 10)
Legend
Client Acquisition Skills
Business Development Skills
Negotiation Skills
Selling Skills
Detailed results
Position of the candidate/employee against standard behavioral dimensions related to
sales.
For every behavioral dimension, scores range from 0 to 10.
MIN MAX
1 Client Acquisition Skills 5.5
2 Business Development Skills 5.3
3 Negotiation Skills 8.7
4 Selling Skills 5.3
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4. Client Acquisition Skills 5.5
Being on the hunt for new clients, this type of sales person focuses on prospecting and
entering new markets in order to gain clients and substantially increase turnover. He or she
is like the company motor, taking initiative, acting boldly, and being perseverant in order to
reach objectives.
Prospecting 7.1
Ø Being self-assured and enthusiastic, Aline is comfortable initiating contact, in
particular by telephone. Her clever thinking helps her get past filters and barriers
and she succeeds in directly contacting the person she needs and in holding her
interest.
Combativeness 4.3
Ø Being competitive yet attentive, Aline will think hard before committing to a
challenge, in order to optimise her efforts as required and thereby reach her
objectives. With more motivation, she could become more combative.
Approaching Clients 5.0
Ø Aline knows how to approach prospects and take charge of conversations. As
she is confident in general, she often initiates contact. Knowing how to seize
opportunity for conversation, she also knows when to let go if she thinks the
other person is not interested.
Business Development Skills 5.3
These sales people make the most of and build their client base. They build their networks
and are reassuring to clients, being available and personable. They focus whenever
possible on building strategic relationships and they are patient and effective when
following up on clients.
Networking 6.7
Ø For Aline, the conversation does not stop once the contract is signed. She
maintains good relationships with clients outside of the negotiation process.
Being aware of the potential of her network, she knows how to use it wisely in
order to quickly reach her goals.
Strategic Selling 6.7
Ø Aline can manage key accounts and implement customised projects. She likes
being an esteemed partner to clients and working on strategic sales and
partnerships.
She shows that she is patient during negotiations that take much time to get
finished.
Customer Satisfaction 2.5
Ø Aline is not very interested in whether or not customers are satisfied. She must
force herself to follow up on sales and she prefers other types of marketing
duties. She could better maintain her portfolio of clients by listening more closely
to them.
Negotiation Skills 8.7
Negotiation skills are crucial for sales people whether they are best at getting new clients
or nurturing existing ones. A good negotiator can promote products and services by
listening closely to clients and adapting the sales pitch, the goal being to reach an
agreement under the best possible conditions.
Understanding Needs 8.3
Ø Aline does not hesitate to spend a long time preparing for a negotiation. By
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5. Ø
approaching clients in a useful way, she can understand their decision-making
factors about buying. She can therefore, effectively personalise her strategy.
Pitching 10
Ø Aline is naturally good at addressing the client's needs, while expressing her
subtle argument and providing quick, articulate answers. By adjusting her pitch
to fit the prospect, she will be able to remove doubt and be more convincing. Her
skillfully positioned offers will likely charm many prospects.
Closing Deals 7.7
Ø Aline insists on maintaining her margin and quickly getting the client to sign. Not
easily shaken, she rarely gives unjustified discounts and she keeps discussions
concrete and effective.
Selling Skills 5.3
Sales acumen refers to the candidate's natural disposition and skills for winning new
contracts, being assertive, and showing self-control. These skills characterise the
candidate's profile, personality and selling style.
Sales-Acumen 1.7
Ø Aline takes a very cartesian approach to sales. Not being very audacious, she
will not reach out to clients and she will avoid bargaining with them. She must
work on her sales techniques in order to make better sales.
Charisma 5.8
Ø Aline does not hesitate to express her points of view and will even try to impose
her opinion if she deems it necessary. She makes an effort to choose her words
carefully. She likes observing and listening as much as she likes being the
centre of a conversation.
Self-Control 8.3
Ø Apparently nothing can shake Aline. She always manages to control her
emotions when faced with unexpected events or difficulties. When dealing with a
problem, she will find the best solution by thinking clearly.
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6. Aline EICK's profile
Test was taken on: 24/07/2013
Personalized analysis of the report
In this section you will find the features that stand out the most in Alines profile.
Candidate's strengths
>> [Pitching] Being highly skilled in negotiating, Aline knows how to adapt her sales pitch
from one conversation to the next. She is very good at thinking on her feet and can
respond to objections, while highlighting her product's features.
>> [Self-control] Nothing can shake Aline. She copes with tough situations calmly and
thoughtfully, while remaining enthusiastic. She knows how to step back and be objective
in order to make the smartest business offer.
>> [Understanding needs] As someone who has excellent listening and analytical skills,
Aline can quickly determine and understand client needs. This helps her adapt her sales
offer to fit a specific context.
Areas to develop
> [Sales Acumen] Being quite cartesian, Aline considers sales to be more of a duty and a
procedure rather than a marketplace for bargaining. By showing more spontaneity in her
conversations and negotiations, she could improve her ability to convince clients.
> [Customer Satisfaction] Being less focused on customer satisfaction, Aline prefers
carrying out other sales duties, even if it means partially delegating some customer care
tasks.
Examples of professions that could correspond to Aline's personality are :
• B2B salesperson
• Sales engineer
• Negotiator
• Key account sales representative
• Account manager
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7. Aline EICK's profile
Test was taken on: 24/07/2013
Suitability of the candidate’s personality for the job profile/position /
competencies
The main positions within the field of sales are placed by degree of correspondance to
the profile of the candidate/employee.
A perfect match between the profile of the position and the profile of the candidate
would correspond to 100 %.
The score must be at least equal to 60% to be considered a good match
COMMERCIAL FUNCTIONS/PROFESSIONS - Sales Profile R
MIN Adequacy MAX
1 B2B salesperson 90% details
2 Sales engineer 84% details
3 Negotiator 84% details
4 Key account sales representative 82% details
5 Account manager 78% details
6 B2C salesperson 77% details
7 Telemarketer 77% details
8 Customer service representative 76% details
9 Salesperson (shop) 75% details
10 Product manager 74% details
11 Salesperson/demonstrator 69% details
B2B salesperson 90%
Ø Sales representative, regional director, salesperson for mass market retail clients
A B2B sales representative must approach companies and come up with customized
proposals. This person negotiates contracts and closes deals.
Sales engineer 84%
Ø Sales engineer, sales advisor (industry, software, services, etc.)
A sales engineer must increase sales of products and services, using some degree of
technical knowledge. This person will come up with specific proposals, such as
customized offers for industrial clients.
Negotiator 84%
Ø Negotiator, buyer, import/export salesperson
A negotiator must negotiate deals and close sales under the best possible conditions.
Key account sales representative 82%
Ø Key account manager, head of key accounts
A key account sales representative handles major accounts and aims to increase
turnover. This person must maintain good relationships with clients and build
networks in order to expand into new markets.
Account manager 78%
Ø Banking advisor, insurance agent, investment advisor
An account manager takes care of existing clients and builds customer loyalty. This
person may work with companies or private clients and will recommend products and
services based on the client's needs.
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8. B2C salesperson 77%
Ø B2C salesperson, sales representative to general public
A B2C salesperson approaches and sells products to consumers and independent
professionals.
Telemarketer 77%
Ø Telemarketer
A telemarketer must sell products or services by phone and make recommendations
to consumers and companies about what they should purchase.
Customer service representative 76%
Ø Customer service representative, technical support
Customer care positions involve providing follow-up, building customer loyalty,
addressing requests, and proposing new products and services to customers.
Salesperson (shop) 75%
Ø Sales clerk, shop manager, sales assistant
A salesperson welcomes customers, gives information, and recommends products to
customers. This person must reach certain sales objectives and be friendly and
helpful towards customers.
Product manager 74%
Ø Product manager, promotions manager, merchandising manager
A product manager will develop the sales offer and handle promotion of the products
to distributors and representatives.
Salesperson/demonstrator 69%
Ø Demonstrator, sales representative at trade fairs or markets
A salesperson/demonstrator will attract clients to the stand, sing the praises of the
products, and try to make immediate sales.
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