ERIC Number: ED107965
Record Type: RIE
Publication Date: 1975
Reference Count: 0
An Analysis of the Industrial Sales Occupation.
Kitzmiller, Charles C.; And Others
The general purpose of the occupational analysis is to provide workable, basic information dealing with the many and varied duties performed in the industrial sales occupation. The document opens with a brief introduction followed by a job description. The bulk of the document is presented in table form. Eight duties are broken down into a number of tasks and for each task a two-page table is presented, showing on the first page: tools, equipment, materials, objects acted upon; performance knowledge (related also to decisions, cues and errors); Safety--hazard; and on the second page: science; math--number systems; and communications (performance modes, examples, and skills and concepts). The duties include: introducing new items; analyzing customers' needs; performing sales presentation; negotiating and completing terms of sales contract with customer; determining results by followup contact; contacting and servicing existing and prospective customers; developing and implementing sales promotion and product promotion plan; and writing reports. The appendix briefly covers safety and hazards, math--number systems, and a behavioral science code dealing with work attitudes and personal qualities. (BP)
Publication Type: N/A
Education Level: N/A
Sponsor: Office of Education (DHEW), Washington, DC.
Authoring Institution: Ohio State Univ., Columbus. Trade and Industrial Education Instructional Materials Lab.; Ohio State Dept. of Education, Columbus. Div. of Vocational Education.
Note: For related documents, see CE 004 160-177, CE 004 179-206, CE 004 263-268, and CE 004 425-427