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 Transactional Selling

 

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

 

 

Transactional Selling 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. Transactional Selling usually occurs at the 'technical' and 'procurement' levels.

 

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

 

  • Prospect vigorously to identify opportunities
  • Identify application areas within which the component could contribute value
  • Apply a high level of technical competence
  • Determine how much application benefit would result from use of component
  • Build competitive analysis showing own component in favourable light
  • Locate and access decision makers
  • Close the sale

 

How does Transactional Selling map to adjacent roles?

 

Application Selling is the next level up in sales complexity from Transactional Selling. It 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 as a stand-alone application (e.g. an accounting system) or as part of a more complex solution.

 

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