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The Discus Job Profile library contains four distinct profiles for Salesperson. This article looks at the distinctions between them.
The Discus software is provided with a library of Job Profiles providing generic behavioural styles for a wide variety of different roles. Among the library are four describing profiles for widely differing sales roles. This article examines each of these four, and describes the kinds of role to which it relates.
In any discussion of Job Profiles, it's important to emphasise that standard Job Profiles like these cannot possibly represent all the detailed requirements of a particular role. Instead, they are intended as no more than 'templates' to be developed and adapted using Discus' built-in Job Profiler system.
Direct Salesperson
- Self-reliant, independent, spontaneous, self-motivated, self-confident
This Job Profile relates to the classic direct sales role: an independent individual with the charisma and confidence to interact well with others, and the directness and confidence to bring a sale to a successful conclusion.
The key aspects of this style all relate to assertiveness and positivity - this is a person who is ambitious for results, and has the drive and determination to achieve them.
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Representative Salesperson
- Expressive, enthusiastic, sociable, friendly, spontaneous
While the Direct Salesperson profile has a high Dominance factor, emphasising drive and competitiveness, the Representative Salesperson style, like those that follow, has a much lower element of Dominance.
Instead, this profile represents a sales approach based on a relationship built up with a client over time, in which the salesperson acts as a 'representative' of their organisation.
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Retail Salesperson
- Team-oriented, self-motivated, impatient, cooperative, expressive
Where the Representative works on developing personal relationships with clients, the Retail Sales style is based on relating effectively with a broader range of potential clients.
The Retail and Representative styles are relative similar, and primarily based around the open and sociable Influence factor. The main difference is in the DISC Sub-trait of Senstivity, which is rather less emphasised in this Retail profile than for the Representative.
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Telephone Salesperson
- Sociable, friendly, team-oriented, sympathetic, patient
The Job Profile for a Telephone Salesperson has the same communicative, expressive element as the others (described by the Influence factor)
The emphasis in this case, though, is on a more patient approach, and an ability to follow a repetitive schedule. For that reason, this is the only one of the four profiles with the Steadiness score higher than 50%, and the Dominance level is also significantly lower than in the other three Job Profiles.
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