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

“We are consistently amazed at the results it produces. Very often the results confirm what was learned during the interview process.”
George Heisel, Metro Ambulence & Home Care Service
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Joseph G. Sandman, Ph. D., Seton Hall University,
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M.T.A.C.L. Job Placement Center
“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
“The ultimate throttle on growth for

any great company is not markets or

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Sandy Lindeman, Independent Printing
“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