FOR PROF GOODMAN ONLY

EnviroTech Inc. Sales Staff HR Summary

Sales Force HR Summary

Number of Employees

50

Years of Experience at EnviroTech

20 or more = 10

11 – 19 = 25

5 – 10 = 15

1 – 4 =0

Less than 1 = 0

Years of Experience in the Industry

20 or more = 20

10 – 19 = 20

5 – 10 = 10

1 – 4 = 0

Less than 1 = 0

Educational Level

Graduate Degree = 0

Baccalaureate + = 20

Baccalaureate = 25

Associate Degree = 0

Some College = 5

High School Diploma = 0

Age Range

60+ = 8

50 – 59 = 10

40 – 49 = 25

30 – 39 = 7

20 – 29 = 0

19 or younger = 0

Ethnicity

African American = 5

Asian American = 0

Caucasian = 30

Hispanic = 10

Native American = 0

Other = 5

Annual Training Completed—Job related

20 or more hours = 0

10-19 hours= 5

5-10 hours= 10

4 hours or less= 35

Sales Force HR Summary

Annual Training Completed—general and non-job related (see description A below)

20 + hours = 0

10-19 hours= 0

5-10 hours= 15

4 hours or less= 35

Skills Inventory: Contract related (see description C below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 15

75th percentile: 30

50th percentile 5

35th percentile: 0

20th percentile or below: 0

Skills Inventory: Computer/software (see description D below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 35

75th percentile: 15

50th percentile: 0

35th percentile: 0

20th percentile or below: 0

Skills Inventory: Leadership (see description E below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 10

75th percentile: 20

50th percentile: 15

35th percentile: 5

20th percentile or below: 0

Sales Force HR Summary

Skills Inventory: Customer Service (see description F below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 20

75th percentile: 25

50th percentile: 5

35th percentile: 0

20th percentile or below: 0

Skills Inventory: Communications (see description G below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 25

75th percentile: 25

50th percentile: 0

35th percentile: 0

20th percentile or below: 0

Skills Inventory: Compliance and Regulatory (see description H below)

Number of the Staff who rate in each achievement percentile*:

90th percentile: 35

75th percentile: 10

50th percentile: 5

35th percentile: 0

20th percentile or below: 0

· The percentiles are defined as follows: 90th percentile equals excellent achievement, 75th percentile equals good achievement, 50th percentile equals fair achievement, 35th percentile equals poor achievement, 20th percentile equals achievement failure.

A—Job-related training

This is defined as training workshops and sessions regarding products and services and their integration, how to package cleaning solutions geared to customer needs, industry trends in cleaning and consultancy, state and regional marketing updates, new service development, packaging and presenting a cleaning system, how to sell to high end client groups, protocol and etiquette in solutions selling, strategies for selling solutions versus products, generating leads, and tracking consultancy performance issues,

B—General and non-job related training

This is defined as training workshops on general interest issues such as time management, stress reduction, nutrition, medications and you, and tax accounting for professionals.

C—Contract related training

This is defined as training on contract bidding, estimating contract costs, contract administration and tracking, proposal development and contract renewal issues.

D—Computer/software training

This is defined as training on advanced computer applications and features within Word, Excel, PowerPoint, Microsoft Publisher, Microsoft Project, Office Integrator, and cost-estimate software.

E—Leadership training

This is defined as training in setting a vision, motivating others to follow, the power of persuasion, negotiation techniques and strategies, conflict management, and team building.

F—Customer service training

This is defined as training in how to identify customer needs, effective response strategies, customer interventions to resolve difficult situations, developing a positive service attitude, and working within customer service teams.

G—Communications training

This is defined as training on personal presentation skills, the art of non-verbal communication, cross cultural communication issues and techniques, business communication protocol, and developing effective listening skills.

H—Compliance and regulatory training

This is defined as training on state and federal compliance standards for sanitation, waste disposal, chemical usage, and environmental clean up, updates on state and regional compliance issues, legal regulations regarding cleaning and sanitation, industry standards, and understanding industry compliance concerns.