SALES AREAS OF EXPERTISE (Key Words) General

Transcription

1 CLIENT NAME: DATE: SALES AREAS OF EXPERTISE (Key Words) General SALES INSTRUCTIONS: Review the list of key words and check off all skill areas in which you have knowledge. Doublecheck those skills in which you are highly proficient and directly target your resume objective. Account Management Account Retention Account Servicing Brand Share Business Development Category Management Channel Distribution Client Relations Cold Call Sales Competitive Analysis Competitive Profiles Contracts Conversion of Customer Desires Into Needs Costing & Budgeting Creative Sales Techniques Cross-selling Customer-focused Service Customer Needs Assessment Customer Service Demand Forecasting Demographic Analysis Distributor Networks Exceed Sales Quotas Fiscal Controls Forecasting Market Trends Durable Goods Global Market Growth Strategies High Referral Base Inside Sales Key Account Management Large Ticket Sales Lead Development Long-Term Sales Maintaining Account Base Market Expansion Market Positioning Merchandising National Sales & Accounts Negotiations Networking New Business Development New Product Launches Niche Markets Outside Sales Post-Sales Customer Support Presentations Pricing & Sales Analysis Proactive Marketing Concepts Product Sales Profit Maximization Prospecting Regional Sales Relationship Building Repeat Business Resolving Client Concerns Retail Sales Revenue Growth Sales Cycles Sales Forecasting Sales Incentive Programs Sales Management Sales Strategies Sales Team Management Sales Training Service Sales Solution Selling Strategic Alliances Strategizing Customer Needs Strong Closer Strong Follow-up Telemarketing Territory Development Territory Management Trade Shows Value-added Sales Warehouse Operations Sales Management SALES MANAGEMENT Copyright 2004 Creative Image Builders, Inc. All rights reserved. 564 Business Analysis Business Plan Development Business Start-up Community Relations Competitive Analysis Contract Negotiations & Development Corporate Missions Costing & Budgeting Decision Making Direction Distribution Management e-commerce Management Fiscal Management Direction Forecasting Marketplace Trends Global Expansion Global Sales Global Marketing International Business Development International Marketing International Trade Internet Marketing Inventory Control & Management Loss Prevention Management Marketing Direction Market Analysis & Assessment Merchandising Management Multi-Million Dollar Profit & Loss Direction Multisite Management National / Regional Account Management National / Regional Sales Direction Networking New Business Development New Market Identification Open Lines of Communication Personnel Management Policy Formulation Pricing Procedure Development Product Analysis & Development Production Management Productivity Improvement Profit & Loss Responsibility Project Management Public Relations Public Speaking Quality Assurance / Quality Control Management Relationship Building Research & Analysis Retail Management Revenue Growth Sales Direction Sales Forecasting Sales Management Sales & Marketing Campaigns Sales & Pricing Analysis Shrinkage Reduction Softgoods Strategic Planning Direction Strategizing Client Needs Start-up Ventures Warehouse Management

2 CLIENT NAME: DATE: ACTION VERBS for Sales & Marketing INSTRUCTIONS: Review the Action Verbs list and circle all words which relate to your job functions and / or are important in your targeted profession. When you read each verb, explore your job duties to determine if you performed any task which relates to that word; and be sure to include those functions in your Job Responsibilities. EXAMPLES: Sales Manager direct, manage, oversee, spearhead, implement, establish, forecast, strategize, increase, orchestrate, negotiate Sales Associate sell, cross-sell, upsell M a r k e t i n g R e p r e s e n t a t i v e research, survey, design, d e v e l o p Accomplish Achieve Acquire Advise Analyze Answer Articulate Assess Assign Assist Attend Audit Awarded Balance Bid Bill Brainstorm Brand Budget Buy Calculate Call Canvas Change Charge Chart Close Co-develop Co-direct Co-handle Co-manage Compare Compile Complete Conceptualize Conduct Consult with Contact Contribute to Coordinate Create Cross-sell Decide Decrease Delegate Deliver Demonstrate Design Determine Develop Devise Direct Discover Discuss Dismantle Dispatch Display Distribute Document Draft Edit Elevate Eliminate Ensure Establish Estimate Evaluate Examine Exceed Exhibit Expand Expedite Explain Explore Facilitate Fill Follow up on Forecast Fulfill Generate Greet Grow Handle Help Hire Identify Implement Improve Increase Inform Initiate Inspire Instruct Introduce Involved in Launch Layout Lead Learned Locate Lower Maintain Manufacture Market Maximize Meet Merchandise Minimize Modify Monitor Motivate Negotiate Network with Obtain Offer Optimize Order Organize Overcome Oversee Package Participate in Penetrate Perform Perpetuate Persist Persuade Photocopy Place Plan Preapprove Prep Prepare Present Preserve Prevent Price Prioritize Problem-solve Process Produce Project Promote Protect Provide Publish Purchase Pursue Question Reassess Receive Recommend Record Recruit Reduce Reengineer Reevaluate Refer Remarket R e m e r c h a n d i s e Remind Render Reorchestrate Reorder Reorganize Repair Replace Report Research Resell Resolve Respond to Restructure Resurvey Retest Review Safeguard Sample Saturate Save Schedule Service Selected to Sell Set up Ship Solicit Spearhead Specialize in Strategize Streamline Successful in Supervise Support Surpass Survey Tackle Tailor Test Thwart Track Transition Transport Train Troubleshoot Turn around Underwrite Upsell Utilize Validate Verify Write Real Estate Sales Agent s h o w Customer Service Representative accommodate Buyer Negotiate, order, purchase, bid Copyright 2004 Creative Image Builders, Inc. All rights reserved. 568

3 CLIENT NAME: DATE: P E R S O N A LATTRIBUTES for Sales & Marketing Personal Attributes INSTRUCTIONS: Check off those attributes which you feel come closest to who you are. Then review each checked item and determine which attributes help you the most in your profession. Underline those. NOTE: Bolded items are deemed critical for management personnel. Accommodating Action-driven Leadership Ambitious Approachable / Nonthreatening Articulate Assertive Autonomous Balanced Calm / Level-headed Candid Client Focused Command Presence Communicative Composure Confident Conflict Management Competitive Convincing Creative Credible Cultivator Customer Focused C u s t o m e r Service Oriented Decisive Dealing with Ambiguity Delegation Developing Loyalty in Staff Diplomatic / Tactful Directing High Producing Teams Diversity Management Dynamic Easy to Get Along With Employee Retention Empowered Empowering Energetic / Vital Ethics&Values Enthusiastic Exhibits Conviction Expressive Flexible / Versatile Follow-up Focused Friendly Genuine Goal-Driven Good Listener Help Others Solve Problems Honest Independent Influencing Initiative Initiator Innovative Inquisitive Insightful Inspires Team Inspiring Interpersonal Skills Intuitive Leadership Abilities Listening Skills Look Forward to Challenges Mentoring Morale Building Motivated Motivator Negotiator / Mediator Observant Open to Change Optimistic Outcome Focused Outgoing Overcoming Boundaries Overcoming Adversity Persistent Personable Persuasive People-Oriented Planning & C o n c e p t u a l i z i n g Positive Attitude Presenter Problem-Solver Productive Promoter Profitability- Conscious Provide Direction Quick Learner Rapport Builder Relationship Building Reliable Resilient Resourceful Respected by Others Responsive Results-Oriented Revenue Growth Self-Directed Self-Starter Self-Motivated Straight Forward Success-Driven Tackling Challenges & Obstacles Tactful Tactical Action Plans Team Builder / Team Leader Team Oriented Think Outside the Box Trouble-Shooter Trusted by Others Visionary Willing to Try New Things Work Well Under Pressure Copyright 2004 Creative Image Builders, Inc. All rights reserved. 569

4 CLIENT NAME: DATE: SALES ACHIEVEMENTS 1. What type of products or services does your firm sell? POSITIONS: Account Executive Sales Agent Sales Associate Sales Representative Solicitor Telemarketer Other Related Positions 2. Are you involved in the sale of all of these products? Certain ones? A particular division or region? Which? 3. Do you conduct inside or outside sales? Local, regional, national, or global sales? Inside Sales Outside Sales Local Regional National Global 4. Who is your target market? 5. What is the price range of and company or division sale amounts for these products / services? Price range: $ Annual sales? $ Daily average sales?$ Peak sales day? $ Weekly average sales? $ Peak sales week?$ _ 6. What is the average ticket size of your sales? $ What is the normal average ticket size for your division? $ If your average ticket is higher than the norm, how do you accomplish this? Do you generally meet or exceed sales quotas? Meet Exceed What percentage of quota do you meet? % What is the norm for your company versus your annual sales amount? Company Norm: $ Your Annual Sales: $

5 SALES ACHIEVEMENTS ( c o n t d ) 8. What is the highest percentage of quota you have made? % How do you accomplish this? 9. What sales methods do you use to sell your company s products or services? Personalized Service Attending Client Functions Networking Cold-call Sales Creative Presentations Trade Shows Persistent Follow-up Building Client Relationships Selling Trust Educating Consumers Community Outreach Programs Other: 10. Have you increased sales / account base? By how much? Percent: % Increased by: $ (From: $ to $ ) # (From: # to # ) To what do you primarily attribute the increase? 11. What skills or attributes do you use which helps you build relationships, overcome objections, close sales, and/or achieve higher sales results? 12. Are there any other ways you have helped your company increase profits or ROI (return on investment)? 577

6 SALES ACHIEVEMENTS ( c o n t d ) 13. Have you recruited, trained, and/or supervised others? Yes No Provide position titles, number of employees, and training topics covered. 14. What initiatives have you put in place to develop new business? How did you accomplish this? What were the results? 15. Have you been the recipient of any special awards for meeting or exceeding sales goals, customer service, or other? Yes No If so, what was the award? What were you recognized for? Was this store-wide, district-wide, or company-wide? How did you accomplish this? 16. Have you represented your company at any trade shows, conferences, or conventions? Yes No Explain. 578

7 SALES ACHIEVEMENTS ( c o n t d ) 17. Have you helped increase your company s competitive edge in any way? Yes No If so, how did you accomplish this? What were the results? 18. Did you decrease company costs or streamline operations in any way? Yes No How did you accomplish this? What were the results? 19. In what ways have you helped increase customer loyalty or satisfaction and/or gained repeat business from your clientele? 20. How do you handle customer complaints? 21. By what percentage have you increased account base (from / to)? How did you accomplish this? (Example: concentrating on higher end sales, increasing loyalty of existing client base, repeat customers, increased referrals, etc.) 579

8 SALES ACHIEVEMENTS ( c o n t d ) 22. How do you convert customer desires into needs? What is the result? 23. Do you have a low kill rate on your orders? Yes No If so, how do you accomplish this? 24. What is the largest sale you made or contract you negotiated? With whom did you make this sale? What was involved? Did this sale help your company attain higher national or global positioning? 25. Have you made any sales to Fortune 100 / /1000 companies? Yes N o Which companies (if not breaking any confidentiality agreements) and what did you sell? What was involved in the process? Copyright 2004 Creative Image Builders, Inc. All rights reserved. 580