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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Jennifer Grams, Adams Rite Manufacturing Co
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Victor Apa, Victor Apa & Associates
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Sandy Lindeman, Independent Printing
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M.T.A.C.L. Job Placement Center
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Michael Watt, Dir. of Marketing, MDI
“The Analysis has been a great asset in helping us evaluate candidates applying for development and other university advancement positions.”
Joseph G. Sandman, Ph. D., Seton Hall University,
“The ultimate throttle on growth for

any great company is not markets or

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It is the one thing above others;

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Jim Collins, “Good to Great”
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George Heisel, Metro Ambulence & Home Care Service
“Over the years, you have saved this company hundreds of thousands of dollars, particularly when it comes to hiring talented salespeople.”
Paul Gordon, J.B. Hanauer & Company