Q) When you mention the important distinction between sales and management, you are speaking very generally. If we take selling, for example, are there not many different kinds of selling, depending on the industry and the sales environment?

Absolutely. And this points up the limitation, even possible danger, in putting too much stock in a general sales profile or a general management profile. Here again is where the (C)’s capacity for specificity is employed, because numerous features of the product, type of selling and environment can be effectively taken into account in calculating someone’s suitability. First we consider the role in general, and then we layer on the specifics of context and circumstances.

Testimonials

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Sandy Lindeman, Independent Printing
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“I commend this method to you and also strongly endorse the analytical skills of Peter McQuaig whose even-handed and fair descriptions have “showed the light” to many in our business..”
Michael Watt, Dir. of Marketing, MDI