The Next Generation of Sales Assessment reports are here

Fit-4 is the online assessment program designed

specifically for sales people

 

  • Fit-4 - an online sales audit identifying 'fit' to a specific role; and development
    'headroom'

 

  • Fit-4 is an array of tests, each with a unique 'role competency framework';
    enabling detailed assessment with high levels of granularity and accuracy,
    role by role

 

  • Fit-4 has been shown in tests to be significantly more accurate that any
    other sales focused equivalent on-line test

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Definition of Application Selling

 

arrow link Take a look at a typical Fit-4 report

 

 

Application Selling is defined as: the ability to identify opportunities within which to position an existing, fixed-scope and configurable offering that delivers a 'defined outcome' for the customer to meet a 'defined need'. This can be sold directly to the customer as a stand-alone application (e.g. an accounting system) or through others as part of a more complex solution. Application Selling occurs at many levels within the customer. The level at which a sale takes place is frequently dependent on the cost and complexity of the application being sold.

 

Candidates require a range of capabilities to perform this role including the ability to:

 

  • Prospect vigorously to identify opportunities
  • Identify the customer's need at a functional level
  • Evaluate how well own offering meets customer need
  • Build competitive analysis showing own offering in favourable light
  • Locate and access decision makers
  • Construct a cost/benefit equation for own offering
  • Close the sale

 

How does Application Selling map to adjacent roles?

 

Solution Selling is the next level up in sales complexity from Application Selling, being defined as: the ability to craft for customers a complete, high-level and complex solution to meet a customer business need where the way forward for the business has already been determined by the customer.

 

Transactional Selling is the level below Solution Selling in terms of sales complexity. This is defined as: the ability to identify opportunities within which to position a fully functionally defined, stand-alone component. Components in themselves usually do not deliver 'end user' functionality. Hence, a Transactional Sale is much more about the technical integration of a component into an application coupled with justification as to why the seller's component will perform better than another.

 

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