Nad
HERE IS A SIMPLE APPROACH TO SKILL IDENTIFICATION.
IT IS A SIMPLE APPROACH AND SIMPLE TO APPLY.
BUT HR MANAGERS WHO LACK
-KNOWLEDGE OF BUSINESS PROCESS
-FUNCTIONAL PROCESS
-JOB ANALYSIS IN DEPTH
MAY FIND IT TOUGH / TEDIOUS.
==============================
Skills Inventory
is the stock of requisite skills to perform ACTIVITIES
in a job position.
THIS SKILLS INVENTORY WILL VARY AMONG COMPANIES,
INDUSTRIES,AS PER BUSINESS SITUATIONS, ETC.
Skills Identification
Skills identification is essential to a successful job position.
Employers want to know what it is you can do for them— not just what
you’ve done for someone else. A knowledge of your unique skills is needed to
successfully complete an application, write a resume or answer interview questions.
Skills identification is the first step toward employment.
A skill can be defined as “a great ability or proficiency,
expertness that comes from training, practice, etc.” A simple definition is that a skill
is anything you can do right now.
Everyone has skills, hundreds of skills, many of which employers are looking for in
an employee. Yet most people can only identify a few skills and are generally unable to describe them .
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Skills Categoriese
Job Skills
Job skills are those skills specific to a job or occupation.
An administrative assistant is skilled in
-typing,
-word processing,
-answering telephones,
-company correspondence
- filing etc.
Job skills are important to employers for obvious reasons. These are the
specific skills they look for in a candidate to accomplish the duties of the job. Job
skills do not always come from employment. Along with the skills you
used in previous jobs, you may have developed job skills through education,
hobbies, community activities and life experiences. Common activities such as
shopping, managing finances, balancing a bank account, hosting a party and
teaching a child all contain potential job skills.
Self-Management Skills
Sometimes called “personality traits,” these self-management skills are the
skills you use day-to-day to get along with others and to survive. They’re the
skills that make you unique.
-reliability,
-tactfulness,
- flexibility,
-timeliness
etc are examples of self-management skills.
Employers look for these skills in candidates as evidence
of how they will fit into the organization.
How a person will fit in is an important
consideration to employers.
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Duties
Duties are the basic functions of an activity.
Skills are tools to accomplish those
functions.
Duties or functions are a part of any organized activity, whether it’s
employment, volunteer work or hobbies.
A complete list of skills would be very long.
Writing out the duties or functions of an activity first can be a useful way to begin
identifying skills.
When developing the skills , it’s best to tie them to specific activities in which they were
used. It’s not enough to tell the employer your skills; you need to be
prepared to tell where, when and how you used those skills.
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A SIMPLE PROCESS OF DEVELOPING SKILLS
Listed below is an outline for skills
identification that has been successfully
used by managers.
1.List by title of the job.
2.Develop a job analysis in detail.
3.Write a detailed description of all major duties.
FOR EACH DUTY
4.Think of the skills needed to accomplish each duty you’ve listed.
5.Write those skills down on a piece of paper.
6.Remember to look for both job skills and self-management skills.
7.Be sure to include tools used, machines operated,
knowledge applied, etc.
8. Repeat the above steps for each activity in your job description.
9.Once you’ve completed this process, you should have a long list of skills.
10.Go through the list and select those skills that match your job position.
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HERE IS A SIMPLE EXAMPLE OF HOW ONE CAN IDENTIFY
THE SKILLS FROM JOB POSITION-JOB ANALYSIS-JOB DISCRIPTION.
DUE TO LACK OF SPACE/TIME, I DID NOT DO THE JOB ANALYSIS
BUT I HAVE COVERED THE REST IN THIS EXERCISE USING
'' SALES REPRESENTATIVE'' AS A TEST CASE.
job Position
What a person does at work to satisfy an employer's needs and expectations in exchange for pay. A job consists of responsibilities, duties, and tasks that are defined and can be accomplished, measured, and rated. It is used as an employment tool for classifying work and for selecting employees.
job analysis
Breaking down the complexity of a person's job into logical parts such as duties and tasks. It identifies and organizes the knowledge, skills, and attitudes required to perform the job correctly. This is accomplished by gathering task activities and requirements by observation, interviews, or other recording systems.
HERE YOU RECORD ALL THE SKILLS.
job description
A formal statement of duties, qualifications, and responsibilities associated with a job.
HERE YOU RECORD THE MAJOR ACTIVITIES.
FOR EACH MAJOR ACTIVITY, LIST THE SKILLS INVOLVED.
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SAMPLE = JOB DESCRIPTION OF A GENERAL SALES REPRESENTATIVE
POSITION : SALES REPRESENTATIVE
Primary objective
Manage an assigned territory or group of customers to achieve a designated sales target level and to develop profitable business with new and existing customers.
Specific accountabilities
Submit short and long range sales plans, and prepare sales strategies utilising available marketing programmes to reach nominated targets.
Provide information to management regarding industry or sector group status and recommend plans to maximise future business.
Service current accounts and develop new accounts to meet sales targets through effective sales presentations and utilisation of support services.
Maintain close contact with customers and potential customers to ensure that the company's products continue to meet customer
requirements and to gather information regarding future plans. Develop and implement account strategies based on current and anticipated customer requirements.
Co‑ordinate client presentations with service and support groups, highlighting company product and service capabilities in a planned
strategy to develop profitable business.
Monitor developments in the assigned industry category or territory to forecast the opportunities for company products.
Develop new business opportunities with existing and potential clients.
Could assist in the determination of the overall sales budget and strategy.
Monitor market trends through personal contact with clients and suppliers and attendance at industry association meetings and
seminars.
Maintain close relationships with key accounts, and ensure their requirements are being met by the company's products where possible.
Appraise current and planned customer needs and advise on the application of company products or services to customer requirements.
Assist in the preparation of proposals and detailed costings and prepare contract documents for negotiation with clients.
Ensure complaints are followed up and that satisfactory solutions are obtained for both the customer and the company.
Participate in regular sales meetings to set strategies and determine business plans related to assigned products or customers.
Prepare regular reports as required.
Ensure activities comply with legal and ethical standards.
Maintain contact with customers in person, by telephone and by mail in accordance with a call plan and customer requirements.
Maintain current knowledge on new products, competitive products and other general market information of interest or value to
customers.
Secure and renew orders, determine price within guidelines, arrange delivery dates and other matters to facilitate sales.
Refer complaints to the appropriate company departments and follow up to ensure customer satisfaction.
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SALES SKILLS SUMMARY
This summary is a brief overview of the SKILLS in a SALES PROCESS.
YOU CAN RATE THE INDIVIDUAL SKILLS OUT OF TEN.
---------------------------------------------
PROSPECTING
GREETING
QUALIFYING
DEMONSTRATING
INFLUENCING
CLOSING
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PROSPECTING
This is the first step of any sale. It is the phase of the sale where prospects are identified, detailed background
information is gathered, the physical activity of traditional prospecting is coordinated and an overall strategy for
face-to-face selling is developed.
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EVALUATING OTHERS: The capacity to objectively assess or
measure the abilities and performance of other people.
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ROLE CONFIDENCE: The capacity of maintaining confidence and
self-reliance for fulfilling various professional and personal roles.
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PERSISTENCE: The capacity to steadily pursue any project or goal
that a person is committed to in spite of difficulty, opposition or
discouragement.
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INTUITIVE DECISION MAKING: The capacity to make decisions by
looking at the most essential elements and without all the facts or data.
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GREETING
The first face-to-face interaction between a prospect and the salesperson, this step is designed to enable the
salesperson to display his/her sincere interest in the prospect...to gain positive acceptance and to develop a sense of mutual respect and rapport. It is the first phase of face-to-face trust building and sets the face-to-face selling process in motion.
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ATTITUDE TOWARD OTHERS: The general capacity one has for
relating with other people.
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RELATING TO OTHERS: The capacity to understand and relate to
others when communicating with them.
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INITIATIVE: The compelling desire to get into the flow of work in order
to accomplish the vision and complete the goal.
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SENSITIVITY TO OTHERS: The capacity to understand and appreciate
the value of other people with genuine concern for their needs, desires
and feelings.
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QUALIFYING
The detailed needs analysis phase of the face-to-face sale. This step of the sale enables the salesperson to
discover what the prospect will buy, when they will buy and under what conditions they will buy. It is allowing the
prospect to identify and verbalize their level of interest, specific wants and detailed needs in the product or
service the salesperson is offering.
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SELF CONFIDENCE: A measure of a person’s assured self-reliance in
his or her abilities.
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EVALUATING WHAT IS SAID: The capacity to objectively listen,
understand and accurately interpret what someone else is saying.
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EMPATHETIC OUTLOOK: The capacity to perceive and understand
the individuality in others.
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PROBLEM SOLVING: The ability to identify key components of the
problem, possible solutions and the action plan to obtain the desired
result.
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DEMONSTRATING
This step allows the salesperson to present his/ her product knowledge in such a way that it fulfills the stated or
implied wants, needs or intentions of the prospect as identified and verbalized in the qualifying phase of the sale.
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PROBLEM SOLVING: The ability to identify key components of the
problem, possible solutions and the action plan to obtain the desired
result.
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USING COMMON SENSE: The capacity to be resourceful and apply
good, practical, ordinary sense in whatever situations arise.
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CONCRETE ORGANIZATION: The capacity to understand essential
factors of a situation and bring together all necessary resources.
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SENSE OF TIMING: The ability to do the correct thing at the correct
time.
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INFLUENCING
What people believe enough, they act upon. This step is designed to enable the salesperson to build value and
overcome the tendency that many prospects have to place little belief or trust in what is told to them. It is this
phase of the sale that solidifies the prospect's belief in the supplier, product or service and salesperson.
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INTUITIVE DECISION MAKING: The capacity to make decisions by
looking at the most essential elements and without all the facts or data.
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PERSUADING OTHERS: The capacity to influentially present one’s
positions, opinions, feelings or views to others in such a way that they
will listen and adopt the same view.
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EMPATHETIC OUTLOOK: The capacity to perceive and understand
the individuality in others.
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UNDERSTANDING MOTIVATIONAL NEEDS: The ability to understand
and inspire others in such a way that gets them to act.
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CLOSING
The final phase is closing. This phase of the sale is asking the prospect to buy, dealing with objections, handling
any necessary negotiation and completing the transaction to mutual satisfaction.
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SELF CONFIDENCE: A measure of a person’s assured self-reliance in
his or her abilities.
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PERSONAL ACCOUNTABILITY: The capacity to take responsibility for
one’s own actions, conduct, obligations and decisions without excuses.
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EMOTIONAL CONTROL: The ability to appear to be rational and
in-control when facing problems or crises.
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ATTENTION TO DETAIL: The ability to pay attention to the specific
elements, facets or parts of a situation or work assignment.
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================================================== =====
In addition to the above skills, there are other personality/ job oriented/
transferable skills , which form part of SALES REPRESENTATIVE
JOB POSITION SKILLS.
HERE IS A SUMMARY OF THE TOTAL.
SELLING SKILLS
_____ Contacting
_____ Persuading
_____ Reviewing
_____ Inspecting
_____ Informing
_____ Promoting
_____ Convincing
_____ Influencing
_____ Comparing
_____ Representing
_____ Asking
_____ Closing
_____ Negotiating
_____ Communicating
_____ Calculating
_____ Advising
_____ Contracting
_____ Recommending
_____ Problem Solving
OTHERS
---------Planning
_____ Organizing
_____ Scheduling
_____ Administering
_____ Conducting
_____ Controlling
_____Coordinating
_____ Initiating
_____ Formulating
_____ Supporting
_____ Negotiating
_____ Decision Making
_____ Conceptualizing
_____ Problem Solving
COMMUNICATION
SKILLS
_____ Reasoning
_____ Defining
_____ Writing
_____ Listening
_____ Explaining
_____ Interpreting
_____ Reading
_____ Speaking
_____ Instructing
_____ Interviewing
_____ Collaborating
_____ Presenting
_____ Formulating
_____ Proposing
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THIS IS ANOTHER EXAMPLE OF SKILL IDENTIFICATION.
SAMPLE
POSITION : Marketing Manager
Primary objective
Develop, direct and control the orgardsation's marketing business strategies and activities to achieve revenue, sales and profit targets.
Specific accountabilities
Direct all marketing activities for the achievement of short and long term business objectives, increased profit, and market control.
Establish and co‑ordinate the marketing objectives, policies and programmes within the context of the overall corporate plan and, where appropriate, recommend standards and set targets and quotas.
Liaise with the sales group in the preparation of the reports, budgets, and forecasts and ensure they are compatible with support sales plans.
Appraise the activities of the staff according to overall marketing strategies. Monitor and evaluate the performance, and the efficiency of staff and procedures.
Co‑ordinate subordinate staff to optimise the use of human and material resources to achieve goals. Consult with subordinate staff and review recommendations and reports.
Direct marketing activities by setting product mix.
Control and monitor marketing methods, key customer strategies and other arrangements.
Direct and control marketing by planning or co‑ordinating advertising campaigns and promotional activities, product management, market analysis and research and other consulting work.
Direct the development of initiatives such as new products, new marketing techniques, new advertising campaigns, incentive bonus schemes and the dropping of unprofitable products.
Maintain necessary contact with major suppliers, customers, industry associations and government representatives to achieve the objectives of marketing.
May direct merchandising methods and distribution policy.
Select, or approve the selection and training of senior staff. Establish lines of control and delegate responsibilities to staff.
Ensure all the activities of the sales and marketing group comply with relevant Acts, legal demands and ethical standards.
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SKILLS
Analysis
Securing relevant information and identifying key issues and relationships; relating and comparing data from different sources; identifying cause/effect relationships.
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Judgement
Committing to an action after developing alternative courses of action that are based on logical assumptions and factual information and that take resources, constraints and organisational values into consideration.
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Decisiveness
Making timely decisions judgements; taking actions when appropriate; committing to position
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Technical/Professional Knowledge
Having achieved a satisfactory level of technical and professional skills/knowledge in job‑related areas; keeping abreast of current developments and trends in areas of expertise.
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Planning and Organising
Establishing a course of action *or sequence of activities to accomplish a specific goal; planning proper assignments of people and allocating resources; communicating expectations about tasks and deadlines; developing contingency plans focusing energy and time on priority goals, requirements and problem areas.
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Individual Leadership
Using appropriate interpersonal styles and methods to inspire and guide individuals towards goal achievement; modifying behaviour to accommodate tasks situations and individuals involved.
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Teamwork/Collaboration
Active participation in, and facilitation of, team effectiveness; taking actions that demonstrate consideration of the feelings and needs of others; being aware of the effect of one's behaviour on others.
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Sensitivity
Taking action that indicates a consideration for the feelings and needs of others; being aware of the impact of one's behaviour on others.
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Meeting Leadership (Facilitation)
Using appropriate interpersonal styles and methods to motivate and guide a meeting toward its objectives; modifying behaviour according to tasks and individual present.
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Developing Organisational Talent
Developing a subordinate's skills and competencies by planning effective development activities related to current and future jobs. Considering the individual's motivation, interests, current work situation, and personal circumstances.
Sales Ability/Persuasiveness
Gaining agreement or acceptance of an idea, plan, activity, product or service by using appropriate interpersonal styles, approaches and forms of communication.
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Motivation Fit
The extent to which job activities and responsibilities, the organisation's mode of operation and values, and the community in which the individual will live and work are consistent with the type of environment that provides personal satisfaction; the degree which the work itself is personally satisfying.
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Work Standards
Setting high goals or standards of performance for self, subordinates, others, and the organisation; being dissatisfied with average performance; self imposing standards of excellence rather than having standards imposed by others.
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Customer Service Orientation
Making efforts to listen and understand customers (both internal and external); anticipating customer needs; giving high priority to customer satisfaction.
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Initiative
Active attempts to influence events to achieve goals; self‑starting rather than passive acceptance. Taking action to achieve goals beyond what is necessarily called for; originating action.
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Negotiation
Effectively exploring alternatives and positions to reach outcomes that gain all parties'support and acceptance; compromising when appropriate.
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Maximising Performance
Establishing performance goals, coaching performance, providing training, and evaluation performance.
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Control
Establishing procedures to monitor the results of delegations, assignments or projects taking into consideration the skills, knowledge and experience of the assigned individual and the characteristics of the assignment.
--------------------------------------------------------------------------------Delegation
Allocating decision‑making authority and task responsibilities to appropriate subordinates; utilising subordinates' time, skills and potential effectively.
Rapport Building
Creating continuing compatibility; getting along well; pro‑actively developing relationships.
Tolerance for Stress
Maintaining stable performance under pressure and/or opposition (eg time pressure, job ambiguity); relieving stress in a way that is acceptable to the person, others and organisation.
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Innovation
Generating and/or recognising imaginative, creative solutions in work related situations.
Adaptability
Maintain effectiveness in varying environments and with different tasks, responsibilities and people.
Oral Presentation
Effective expression when presenting ideas or concepts to an individual or to group, when given time for preparation (includes gestures and non‑verbal communication).
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Resilience/Tenacity
Handling disappointment and/or rejection while maintaining effectiveness.
Impact
Creating a good impression, commanding attention and respect, showing an air of confidence.
Energy
Maintaining a high activity level and effective performance for an extended period of time.
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Integrity
Maintaining social, ethical, and organisational norms in conducting internal and external business activities.
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Oral Communications
Expressing ideas effectively in individual and group situations (includes non
verbal communication); adjusting language or terminology to characteristics or
needs of the audience.
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Written Communication
Expressing ideas clearly in memoranda, reports, letters or other documents with appropriate organisation and structure, correct grammar and language or terminology that is adjusted to the characteristics or needs of the audience.
PRESENTATION
================================================== ===============================================
Personality Skills
These are skills or character traits that further define your abilities to potential employers. Personality skills are what make you a unique individual.
Adaptable
Ambitious
Analytical
Assertive
Businesslike
Careful
Cautious
Cheerful
Competent
Competitive
Confident
Conscientious
Conservative
Consistent
Cooperative
Creative
Curious
Decisive
Diplomatic
Discreet
Easy-going
Efficient
Energetic
Enthusiastic
Friendly
Helpful
Honest
Humourous
Independent
Intelligent
Inventive
Logical
Loyal
Mature
Methodical
Meticulous
Modest
Motivated
Open-minded
Optimistic
Organized
Patient
Persevering
Persuasive
Practical
Punctual
Realistic
Reliable
Resourceful
Responsible
Risk Taking
SelfControlled
Sensible
Sensitive
Sincere
Sociable
Supportive
Tactful
Teachable
Thorough
Trustworthy
Understanding
Versatile
================================================== ====================
MARKETING FUNCTIONS/ ACTIVITIES
THE MARKETING ACTIVITIES COULD INCLUDE
* strategic marketing activity
* marketing research activity
*market forecasting activity
*consumer behavior identification activity
*organizational buyer behavior indentification activity
*New Product Development activity
*new product commercialization activity
*test marketing activity
*product planning activity
*Product Pricing activity
*Marketing Strategy development activity
*Market Development activity
*marketing environments analysis actiivty
* marketing planning activity
*market segmentation activity
*market targeting activity
*market positioning activity
*product marketing activity
*Channel marketing activity
*Marketing Logistics development activity
*physical distribution planning activity
*Marketing Mix planning activity
*promotions plannings activity
*sales planning activity
*publicity programming activity
*TRADE MARKETING activity
*online marketing activity
*direct marketing activity
*marketing communication activity
*branding activity
*advertising activity
*telemarketing activity
*sales development activity
*sales organization development activity
*merchandising activity
*retail marketing activity
*customer servicing activity
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NOW YOU CAN TAKE EACH ACTIVITY
AND WORK OUT THE SKILLS REQUIRED.
THESE ARE SOME EXAMPLES
* strategic marketing activity
-analysing skills
-judging skills
-decision making skills
-technical knowledge /professional skills
-sensitivity
-innovation skills
-leadership skills
-communication skills
-initiative skills
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* marketing research activity
-analysing skills
-judging skills
-decision making skills
-persuasion skills
-communications skills
-presentation skills
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*consumer behavior identification activity
-analysing skills
-judging skills
-decision making skills
-technical knowledge/ professional skills
-persuasion skills
-communications skills
-presentation skills
----------------------------------------------------
*New Product Development activity
-technical knowledge / professional skills
-innovative skills
-adaptability skills
-sensivity skills
-planning skills
-organizing skills
-leadership skills
-meeting leadership [ facilitation ] skills
-communication skills
-teamwork skills
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*test marketing activity
-technical knowledge / professional skills
-innovative skills
-adaptability skills
-sensivity skills
-planning skills
-organizing skills
-leadership skills
-meeting leadership [ facilitation ] skills
-communication skills
-sales skills
-persuasion skills
-intiative skills
-teamwork skills
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*product planning activity
-planning skills
-organizing skills
-leadership skills
-meeting leadership [ facilitation ] skills
-communication skills
-persuasion skills
-intiative skills
-analysing skills
-judging skills
-decision making skills
-technical knowledge/ professional skills
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*Product Pricing activity
-intiative skills
-analysing skills
-judging skills
-decision making skills
-technical knowledge/ professional skills
-planning skills
-organizing skills
-leadership skills
-communication skills
-persuasion skills
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*Market Development activity
-intiative skills
-analysing skills
-judging skills
-decision making skills
-technical knowledge/ professional skills
-planning skills
-organizing skills
-leadership skills
-communication skills
-sales skills
-presentation skills
-innovation skills
-negotiation skills
-------------------------------------------------------
* marketing planning activity
-planning skills
-organizing skills
-leadership skills
-meeting leadership [ facilitation ] skills
-communication skills
-persuasion skills
-intiative skills
-analysing skills
-judging skills
-decision making skills
-technical knowledge/ professional skills
-sales skills
-presentation skills
-adaptability skills
-innovation skills
-negotiation skills
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REGARDS
LEO LINGHAM