For each question, your justification and explanation are very important. I am i
ID: 353214 • Letter: F
Question
For each question, your justification and explanation are very important. I am interested in seeing the answers to both “what and why” rather than just “what”. Your answers should be specific rather than generic. A company wants to hire a Salesman for selling medical equipment. The main job responsibilities are given below. Based on the summary, the company wants to identify the main knowledge, skills, and abilities needed to perform the job successfully. They are also interested in knowing “how to assess the KSAs” you identified so that they can match the KSAs with the appropriate ways to assess them during the selection process. Identify five important KSAs and the appropriate selection method to assess them during the selection process. Justify your answers. Presents and sells the company products to new and existing accounts and follows up with these customers to confirm that products delivered met their needs. Primary call points include; Cardiac Cath Lab, Electrophysiology lab, Diagnostic and Interventional Cardiologists, and EP Physicians. Product Portfolio consisting of Access, Angiography, Intervention, Hemostasis, EP/CRM, and complete procedural solutions Makes in-service presentations to clinicians, explaining new products and their use. Attends cases to facilitate understanding and correct use of products during procedure. Maintains close relationships with clients to ensure that their needs are understood and met. Coordinates with Merit marketing, sales, and customer service staff to ensure that products are delivered on time, to stay informed about new products, and to provide customer feedback about product innovation.
Explanation / Answer
Yes it is very much important for a person to possess Knowledge, Skills and Ability (KSA) to be in the Marketing field. Without the KSA no salesman can be successful in this role and cannot contribute anything to the company sales. So, let’s discuss in details about the five important KSA one should look for during the selection process.
Collaboration and exceptional communication – Communication plays a vital role in any sales job. One should collaborate through effective communication with clear objective and constant interaction. If a salesman wants to sell the medical equipment with the new clients, he should be able to explain the use of an equipment and what are the benefits of using that and why the client should choose the product among the ones which are available in the market. This can happen only one has the effective communication skills to convince the other party. Even if the product is good if the client is not convinced the product cannot be sold in the market. No products are made for only person and it becomes extremely important to collaborate with everyone and maintain good relationship through effective communication.
Good product knowledge – During the selection process, one should look for the person ability on the product knowledge. May be the person can be questioned based on the previous experience on the product the person has sold and can be questioned to understand the grasping power and the knowledge the person has possessed. This helps to know how the person can grasp about the product and it shows his ability on how effectively the person can talk about the product when he go the client as a salesman to sell the product. Good product knowledge helps in making an effective presentation to the clients. Especially when it comes to medical equipment’s it is utmost important because all these products are related to health and no one can make mistakes in this category
Planning and Analytical skills – Also during the selection process the person should look for how much of planning capability a person has. Planning plays a vital role in marketing segment. Since there is so much competition in the market it is not easy to sell the product of one brand keeping other brands behind. To do that effective planning and analysis skills are required. Planning is required on how to attract the customers, how to talk to them, what needs to be explained to them and also an analysis to be made on how many products and based on that the person should have the capability to make amendments in the company product selling style.
Domain Expertise – Domain expertise is also another important skills to be looked for. In the current generation no one is bothered about your product and they are bothered about their problems. So, building a bridge between the customer’s problems and the product is to be done by the salesman and he should have a strong understanding capability for that. When this is done the customer will easily become loyal to the brand. In Medical field it is very easy. Whenever there is a problem with the health and is a sales person gives better suggestion, customer becomes happy and he will appreciate the product and person.
Creativity and Innovation – Creativity and Innovation in Sales field looks to be not related. However it is very important in sales field. The sales person should be creative when it comes to selling. Each customer is different from taste, culture and behaviour. The salesperson has to be extremely spontaneous in understanding the person behaviour and act accordingly. In the selection process the capability of a person to be creative also needs to be tested
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