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During class we have been discussing the AESKOPP system for sales success.   The Core Competencies that describe each letter in the AESKOPP formula are outlined in Chapter 4, pages 55 through 58.  Also, an email has bent to everyone which will include an attachment of the Core Competencies that listed the key words under each category describing the traits of each letter of the AESKOPP formula.

Your first writing assignment will be for you to analyze the AESKOPP system for sales success and to choose one category which you feel is your strong point.  Describe why you believe, for example, that Attitude is your strong point and incorporate the key word(s) in your answer.

Then choose one category of the AESKOPP system where you feel you need improvement, (i.e. Emotional Intelligence) and again use the key word(s) in your explanation.

The paper is to be three pages in length

 

 

 

Attitude (12%)

Honest

Positive/Optimistic

Committed

Confident

Courageous

Competitive

Coachable (Open/Non-defensive)

Self-motivated

Assertive

Flexible

Cooperative

Nurturing

Emotional Intelligence (20%)

Self-awareness

Self-management

Social awareness

Relationship management

Internal

External

Skills (20%)

Communicating

Internal

External

Listening

Understanding people

Presenting

Individual

Groups

Creating Value

Missionary selling

Service selling

Persuasion

Negotiating/Closing

Servicing

Team leadership

Knowledge (20%)

Financial/economic/business/category

Marketing/Advertising/Research

Market

Product (your medium)

Competitors

Competitive media

Pricing

Sales process

Contract terms

Opportunity (8%)

Prospecting/Getting appointments

Identifying problems (Discovery)

Preparation (12%)

Generating solutions (research)

Strategic thinking

Creativity/Problem-solving

Organization

Planning

Time management

Creating presentations

Persistence (8%)

Determined/Never giving up

Follow-up

 

 

  • 8 years ago
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