Sales Consultant
Znane również jako: Solution Consultant · Commercial Consultant
Sells services or software by analysing the customer's situation and building a tailored proposal together with internal specialists.
The sales consultant works in sales processes where the solution only takes shape during the process and where several disciplines contribute to the proposal. Unlike a retail sales advisor, this role does not sell an existing product from stock but a service still to be designed. Selection looks too much at closing technique and too little at the ability to sharpen the customer problem, so proposals end up compared on price instead of value.
Kompetencje, które należy oceniać
Oto konstrukty behawioralne i kompetencyjne zawarte w tym profilu. Przy każdym z nich podano, który kwestionariusz hrmforce służy do jego pomiaru.
| Kompetencje, które należy oceniać | Poziom docelowy | hrmforce narzędzie | Metoda oceny | Kotwica behawioralna na poziomie docelowym |
|---|---|---|---|---|
| Listening and probing Kompetencje (50-ramowe): Listen | N5 | Big Fifty, 360 Feedback | 360-degree feedback | Picks up sensitive signals in conversations with directors and supervisors and uses them to adjust organisational policy in good time. |
| Persuasiveness Kompetencje (50-ramowe): Persuasiveness Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Chooses per counterpart the argument that matches their interest and checks along the way whether the agreement is genuine. |
| Client focus Kompetencje (50-ramowe): Customer Focus Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | 360-degree feedback | Uncovers the real need behind a client question, makes a fitting proposal and checks after delivery whether it works. |
| Result orientation Kompetencje (50-ramowe): Results-Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Personality questionnaire | Translates an assignment into measurable interim goals, measures progress and drops activities that do not contribute to the result. |
| Commercial capability Kompetencje (50-ramowe): Commercial acumen Knockout | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Discusses additional services with existing customers on own initiative and records the revenue opportunity in the customer file. |
| Perseverance Kompetencje (50-ramowe): Perseverance | N4 | Big Fifty, 15PF, Mental Resilience (4C) | Personality questionnaire | Keeps seeking alternative routes on a stalled case and involves others in that search on own initiative. |
| Market orientation Kompetencje (50-ramowe): Market Orientation | N4 | Big Fifty, Competency Check, 360 Feedback | Assessment centre | Links signals from customers and competitors to the own offering and proposes adjustments on that basis. |
| Recovery after setbacks Kompetencje (50-ramowe): Stress resilience | N3 | Big Fifty, Mental Resilience (4C), 360 Feedback | Personality questionnaire | Analyses after a failed effort what went wrong, discusses it with those involved and starts a revised approach within a week. |
Krótki profil
Dziesięć najważniejszych umiejętności w tym profilu. Pełny profil zawierający wszystkie umiejętności, punkty odniesienia behawioralne i metody oceny znajduje się w pliku do pobrania.
| T | Umiejętności | Poziom docelowy | Waga | Knockout | Metoda oceny |
|---|---|---|---|---|---|
| G | Listening and probing | N5 | 5 | nie | 360-degree feedback |
| V | Consultative selling | N5 | 5 | tak | Assessment centre |
| G | Persuasiveness | N4 | 5 | tak | Assessment centre |
| V | Advisory skill | N4 | 5 | nie | Assessment centre |
| G | Client focus | N4 | 5 | tak | 360-degree feedback |
| G | Result orientation | N4 | 5 | nie | Personality questionnaire |
| G | Commercial capability | N4 | 5 | tak | Assessment centre |
| V | Account management | N4 | 5 | tak | Structured interview |
| V | Problem analysis | N4 | 4 | nie | Assessment centre |
| V | Conversation management | N4 | 4 | nie | Assessment centre |
Zobacz wszystkie 27 umiejętności w pełnym profilu
Narzędzia oceny dla tego stanowiska
Competency Check
Behavioral-Level Competency Assessment
360 Feedback
Multiple assessments based on behavioral anchors
Big Fifty
Personality questionnaire, 150 items, 25 factors
Work sample test
Representative work sample under standardized conditions
Knowledge test (client-specific)
Professional knowledge test, customized for each client
Structured interview
Behavioral interview with a fixed structure
Mental Resilience (4C)
Mental Resilience According to the 4C Model
Ability Scan
Aptitude Test: Verbal, Numerical, and Abstract Reasoning Skills
Communication Styles
Preferred communication style
Conflict Styles
Preferred style in conflict situations
15PF
Personality Profile, a shorter alternative to the Big Fifty
Portfolio
Evaluation of prior work against fixed criteria
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