A pharmaceutical company requested a recruitment agency to find pharmaceutical representatives who will deal with the sale of original medicines. Miss Daniela Novotná appeared among the participants in the selection process. She impressed with her ability to establish contact with people, to present and communicate convincingly, however, the questionnaire that she was supposed to complete, as part of the selection procedure was filled out carelessly, parts were left out, parts were barely legible.
ANBE's tests revealed her strengths, especially a high level of networking, establishing rapport with people, energy, empathy, communicativeness, warmth, customer orientation, and an emphasis on interpersonal relationships. However, weaknesses also appeared, namely carelessness, lack of systematicity, negligence, inconsistency, low self-discipline.
The head of the HR department was very much against accepting Daniela due to her low level of administrative skills and negligence. She believed that such a person could not be trusted. However, the regional manager wanted to try it with Daniela, because in the tests he appreciated her skills of successful business communication and contact with customers.
Daniela's actions were a reflection of their results in the ANBE tests. Daniela, who had experience in sales activities from her former employers, was able to quickly win the favor of customers - doctors - and maintain above-standard relations with them. She soon performed above standard and her results were reflected in the market shares of the entire group. However, the state of her reports on the visits carried out was quite poor, which resulted from a lack of diligence and lack of systematicity. They were submitted late, had no head or tail, and essential information was missing. The area manager had to rework them, but it paid off. But he said that due to her approach, Daniela would make the results of the whole group, so the time he spend correcting her reports was worth it.