CASE STUDIES© UPDATE-
by Staff
 We have completed over 1500 CASE Studies© since January 1, 1992, our first year out of the study program that validated our work. Naturally, as the program has developed, the feedback from our clients has been used to further update and change the CASE Studies© evaluation system.
For those of you who do not know of this new, subsequent program for analysis of potential sales ability, here is a brief summary: Under study for a year, then introduced in 1/1/92. It is a measuring device for what is known as
learned behaviors, and is designed to supplement the PEAC SYSTEM®.
Natural behaviors are important, for they show the potential to learn and absorb the material to do the job.
Learned behaviors are an indication of what the individual has learned from someone else, or through life. It represents a behavior based on how the individual has learned to use the instinctive behavior or personality to their advantage, if they, indeed, have. In that, may be some value that will lessen certain negative characteristics found by the PEAC SYSTEM® instrument.
CASE Studies© is an hour long role playing situation, which makes up the name CASE (Consultant Active Situational Evaluation). Few people, regardless of their interviewing technique, can maintain a facade for an hour, especially under the pressure we put them through. And that is the point of the CASE Studies©. We are not looking for sales
skills, although the presence will certainly show up in the results. We are looking for
aptitude, and some of that may have been trained in, not ingrained by personality.
Of course, all CASE Studies© require a PEAC SYSTEM® evaluation run first. We tailor the CASE Studies© directly to their personality to force their handling of their own weaknesses.
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NEW PRODUCTS
by George W. Tucker, MS
We have a software product that can help you track the productivity of your people on a Plan vs. Performance© basis, daily.
See our homepage to download it. It does require
Windows compatible machines, Microsoft Excel and certain hardware. If you get
stuck, call for details. For those of you who do not have the equipment, we will run the same forms on our systems on an annual subscription. You get the appropriate information on a monthly basis.
The Plan vs Performance© forms are relatively straight forward, but were time consuming, and the number one reason for not using them faithfully, given by the people at the desk level, is that they were too tedious to set up. The software will now do that for you, and is a great deal neater!
REASONING APTITUDE©
Under most psychological studies, you might find this evaluation measuring the ability to synthesize- or, more accurately, the ability to quickly determine the direction of conversation, including sales, and come to a logical conclusion, regardless of the process used. As you might guess, this is generally an ability that rises above the pencil and paper process, but we can measure that ability with those tools.
And, like any skill or ability, you can have too much of a good thing. We've all met the salesperson who will not listen, taking our initial comments to HIS OR HER logical conclusion, which would best represent the interests of the salesperson and not the prospect.
So, we can see that one can be too quick, and, as always, one can be too slow. The extremes are easy. It takes a valuable instrument like our REASONING APTITUDE© to tell the in-between ones!
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