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
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Attitude (12%) |
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Honest |
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Positive/Optimistic |
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Committed |
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Confident |
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Courageous |
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Competitive |
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Coachable (Open/Non-defensive) |
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Self-motivated |
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Assertive |
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Flexible |
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Cooperative |
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Nurturing |
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Emotional Intelligence (20%) |
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Self-awareness |
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Self-management |
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Social awareness |
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Relationship management |
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Internal |
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External |
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Skills (20%) |
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Communicating |
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Internal |
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External |
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Listening |
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Understanding people |
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Presenting |
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Individual |
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Groups |
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Creating Value |
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Missionary selling |
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Service selling |
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Persuasion |
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Negotiating/Closing |
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Servicing |
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Team leadership |
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Knowledge (20%) |
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Financial/economic/business/category |
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Marketing/Advertising/Research |
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Market |
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Product (your medium) |
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Competitors |
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Competitive media |
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Pricing |
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Sales process |
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Contract terms |
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Opportunity (8%) |
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Prospecting/Getting appointments |
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Identifying problems (Discovery) |
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Preparation (12%) |
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Generating solutions (research) |
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Strategic thinking |
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Creativity/Problem-solving |
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Organization |
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Planning |
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Time management |
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Creating presentations |
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Persistence (8%) |
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Determined/Never giving up |
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Follow-up |
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