Question A Job Analysis (12 marks)

For the FPSPD, identify six different KSAOs. Fill in the following table:

KSAO	KSAO Needed	Explanation
Knowledge
Skill
Skill
Ability
Ability
Ability	Sales	The person needs to be able to successfully sell a product and service.
Other

Note: In your textbook (Chapter 3, L02 page 67), KSAOs are described in detail,

For answer use only below information:

Appendix Position Description

Job Title: Financial Planning Salesperson Classification: Full Time Exempt Employee Department/Division: Financial Product/ Western Regional Location: Orange County California Pay Grade: Level IV (Base + Commission)

Job Requirements

A. Summary of Position Researches and identifies target client sectors for financial product services. Develops and implements a sales process to include initial contact, follow up, presentation and closing procedures. Maintains records of contacts and sales status including contact reports, sales projections and quota ratios.

B. Job Duties

1) Research and Create targeted new client lists within Orange County California territory

2) Makes initial contact with potential clients

3) Performs routine and regular follow up with potential clients

4) Performs routine and regular follow up with former clients

5) Visits potential clients and makes sales presentations

6) Closes sales

7) Maintains regular record reporting sales activity

C. Computer Skills and Software Used

1) Windows operating system

2) MS Office including Word, Excel and PowerPoint

3) Constant Contact or other Customer Relations Management Software

D. Reporting Structure

1) Reports to regional sales manager

2) Has nobody directly reporting to this position

3) Required to participate in Annual Sales Meeting

Employee Requirements

A. Education and Training

1) Bachelor Degree in business, finance or accounting or 5 Years experience and High School Diploma. Bachelors Degree Preferred

2) ABC Financial Planning - Level 3 or higher (Fictional)

B. Skills and Aptitudes

1) Fearless cold caller, 250+ Outbound calls per week

2) Ability to close a sale

3. Adapt to changing financial conditions and meet customer expectations

C. Environment and Physical

1) Work in high volume sales office

2) Be able to sit for prolonged periods of time

3) Be able to travel to client locations 25% of time

Employee Requirements (continued)

D. Licenses/Certifications

1) CFP - Certified Financial Planner

2) California Drivers License

Key Success Factors

A. Grow Sales

1) Increase market channel penetration by 30% in first Year

2) Develop 3 secondary channels in first 180 days

3) Grow referral-based sales from 15% to 20% in first year

B. Develop Sales Department

1) Recruit and train 2 junior sales associates with gross sales of $500K by 3nd quarter

2) Increase number of sales presentations by 20% within 12 months

3) Implement Web-Meeting presentation System to Reduce travel costs by 20% per year