Private And Confidential

Thomas International
Reports
For
Ms Andria Anders
12 April 2002
D 1 9 - 8
I 12 2 10
S 5 1 4
C 3 5 - 2
Reports Selected For Ms Andria Anders
Executive Summary
PPA profile
Strengths & Limitations
Compatibility
How to manage
Ideal Team Report
Team Audit
Management interview questionnaire
Sales interview questionnaire
General questionnaire
Management audit
Sales audit
Admin/Tech audit
Call centre audit
Training Needs
Candidate Feedback
Career Guidelines
Job Evaluation (HJA)
Job/Candidate - Comparison
Graphs & Scores
PRIVATE & CONFIDENTIAL
12 April 2002
SALES AUDIT
D 1 9 - 8 MS ANDRIA ANDERS
I 12 2 10
S 5 1 4
C 3 5 - 2
OPENING AND COMMUNICATION
Ms Anders's natural friendliness and sincerity allow her to develop relationships easily. She is
unlikely to offend and therefore may often be made more welcome, and be able to infiltrate more
easily, areas which have been closed to the more aggressive individual. She has an ability to put
people at their ease and to encourage trust from others. Ms Anders's communicative approach may
be a little slow and thus, she may have difficulty maintaining the interest and enthusiasm in those
who wish to move at a faster pace than herself. She is best when in front of the client. However, she
may encounter difficulty in getting through the first barrier i.e. receptionist/secretary.
CLOSING
Ms Anders dislikes closing and prefers the client to buy from her. There may well be a tendency for
Ms Anders to offer samples, free tests and other references and reassurances as a matter of course i.
e. volunteer this service rather than wait to be asked for it. She is unlikely to push for the order or
attempt to try and redirect a prospect's need, if her own product is not seen as the immediate answer.
CUSTOMER SERVICING
Ms Anders has the natural traits required to fulfil a service role. Indeed, she sees service as a major
part of any sales role. Ms Anders is well suited to building and developing existing accounts through
the medium of service. The service facet of the sales role will be Ms Anders's major strength.
PRESENTATION
Ms Anders is a thorough, relaxed presenter of the facts. She may however, come across as rather
slow and could allow enthusiasm to dwindle in the more fast moving type of client. There is likely to
be some over emphasis on detail, technicalities and features; and some under emphasis on sales or
product benefits. There is also a danger for Ms Anders to point out pitfalls and objections to the
client before he or she raises them. The tendency to try and keep things on a non aggressive and
relaxed level may come across to others as a lack of belief in her product. This overly relaxed style
may bore the more assertive and high paced individual.
Page sa 1 Ms Andria Anders
(c)Thomas International Ltd.1990,92,93,94,95,96,98,99,2000,01,02 12 April 2002
ADMINISTRATION
A relatively good administrator, she can do both detailed and repetitive work and has the
ability to explain systems and procedures to others. There is however, a tendency for Ms
Anders to do the administration herself, indeed she could get bogged down in
administrative detail and therefore put herself under pressure in terms of presentation time.
This could lead to a reduction in "call rate".
This report relates only to behavioural characteristics within a work situation and should
always be used with a structured interview. Success in the role will also depend on further
assessment which ensures the person has the appropriate intelligence, education,
experience, knowledge and competence.
The "Strengths & Limitations" report, which can be obtained regarding Ms Anders, may
provide additional information which will enhance the use of the above data.
Page sa 2 Ms Andria Anders
(c)Thomas International Ltd.1990,92,93,94,95,96,98,99,2000,01,02 12 April 2002
Graph I
Work mask
D I S C
1 12 5 3
Graph II
Pressure profile
D I S C
9 2 1 5
Graph III
Self-image
D I S C
-8 10 4 -2
Page g 1 Ms Andria Anders
(c)Thomas International Ltd.1990,92,93,94,95,96,98,99,2000,01,02 12 April 2002