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Describe why you believe, for example, that Attitude is your strong point and incorporate the key word(s) in your answer.

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

 

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