Chally Selling Assessment Paper

After taking the Chally Selling Assessment I have learned much more about what my strengths and weaknesses are within the sales field. Out of the six position titles I was classified as a good match for Account Management and Territory Relationship Product Sales and a low match for Indirect Sales, New Business Development, System Specialist, and Territory Consultive System Sales. This was somewhat of a disappointment for me because I was wishing to be a good match for more of the position titles, but after reviewing each of the documents I better understand why I was a low match for them. The Account Management document was the first one I reviewed, within that document there were many strengths mentioned, along with many areas I could improve.

From Indirect Sales one strength was an ability to close through personal identification with the product/service. What this means is that I use strong personal identification with the product to influence others to promote and sell the product line. This would be used to keep the distributor motivated to promote the product line by working with salespeople to close the sale. In the New Business Development document one of the strengths was the ability to close through logical, incremental steps. This consist of reinforcing the purchase decision with a series of logical reasons to support the sale and an effort to help prospects feel more comfortable making a favorable buying decision. One strength from the System Specialist documents was the ability to make persuasive product presentation. With this comes the ability to excite customers with an enthusiastic presentation style and demonstrate value and actively promote products by making an emotional appeal. It also consists of being able to take charge of the information flow and give the audience a presentation that is both polished and exciting. My strength from the Territory Consultive System Sales was the same as the one in the System Specialist document and it was the ability to make persuasive

The first of which was the ability to answer objections by removing emotional concerns, this consist of focusing on uncovering and resolving the emotional component of customer or prospect barriers to the sale and knowing that not all concerns are logical and thus work to identify all objections. The second strength mentioned was the ability to close by building personal trust and loyalty, which is being able to determine and address relevant benefits important to the individual rather than work from a checklist and spending the time needed to nurture trusting relationships with customers so they seem more like friends. The third strength mentioned was the ability to provide service by empathizing with customer concerns, this consist of being able to identify with customer’s pain and work to relieve it and judging the success of service skills by how the customer feels about the resolution. The final strength mentioned on this document was being able to make one-on-one sales presentations by communicating essential points in an informal and conversational manner, for the most part, I am able to adjust presentations to respond to your customer’s changing needs and remain open to their