Exam Bulletin - District Sales Representative, CSL

CA State Lottery

Exam Code: EX-1665

Examination Plans Included:

  • DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY - Open

Final Filing Date: Applications are accepted on a continuous basis.

Classification Details

DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY: $4,564.00 - $5,711.00 per Month

View the DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY classification specification.

Application Instructions

This is not a timed exam. If you request a Reasonable Accommodation your account will be locked and you will not be able to proceed with the exam until the request is processed.

Applications are accepted on a continuous basis.

Who Should Apply:

The information below will help you determine which classification(s) is(are) appropriate for you. Applicants must meet the Minimum Qualifications as stated on this bulletin to compete in this examination.

Open and Open, Non-Promotional Examination(s):

  • DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY - Open

For all Classifications, once you have participated in any of the following examinations, you may not recompete for 12 months:

Exam Code(s):

    1665

For DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY, once you have participated in any of the following examinations, you may not recompete for 12 months:

Exam Code(s):

  • EX-01665

How To Apply:

Submit an Examination/Employment Application (STD 678) to apply for this examination.

Electronic applications can be submitted through your account at www.CalCareers.ca.gov.

Special Testing Arrangements:

If you require assistance or alternative testing arrangements due to a disability, indicate on your application that you need reasonable accommodation. You will be contacted by a representative of the testing department to make the necessary arrangements. If you have not been contacted by the time you receive notification of testing, please contact the testing department listed in the Contact section of this bulletin.

If you are unable to submit your application or complete the test due to a disability, please contact the testing department listed in the Contact section of this bulletin.

Minimum Qualifications

All applicants must meet the education and/or experience requirements as stated on this exam bulletin to be accepted to the examination.

Unless otherwise stated in the Minimum Qualifications, qualifying experience may be combined on a proportionate basis if the requirements stated below include more than one pattern and are distinguished as "Either" 1, "or" 2, "or" 3, etc. For example, applicants possessing qualifying experience amounting to 50% of the required time of Pattern 1 and additional experience amounting to 50% of the required time of Pattern 2 may be accepted to an examination as meeting 100% of the overall experience requirement.

00101790 - DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY

Possession of a valid driver license of the appropriate class issued by the Department of Motor Vehicles. Applicants who do not possess the license will be admitted to the examination but must secure the license prior to appointment.

Education: Equivalent to graduation from college with a Bachelor's Degree in Business Administration with a minimum of 21 semester units in Marketing. (Additional qualifying experience may be substituted for the required education on a year for year basis. A higher level business degree may be substituted for the bachelor of science degree.)

Experience: Two years of wholesale sales experience establishing and servicing accounts.

Definition of Terms:
Wholesale Sales- For recruitment purposes, wholesale is defined as selling a product or services to a business (business to business sales).

Establishing and Servicing Accounts - Persons who may be considered as having experience in establishing and servicing wholesale accounts are both those who sell wholesale to retail establishments or small businesses.

Examples of Accepted Experience: Generally accepted experience includes, but is not limited to, professional sales experience acquired through such industries as: medical equipment sales, pharmaceutical sales, insurance brokerages, banking and other business-to-business sales activities.

Position Description

00101790 - DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY

This is the full, professional journey level in this series. District Sales Representatives (DSRs) serve as liaisons between the State Lottery and the Retailers who sell lottery products in a designated area. Incumbents service accounts on a regular basis and incorporate all the tools of product marketing, prospecting, promotion and merchandising to achieve market penetration and growth. Within an assigned territory, the DSR develops effective marketing strategies, solicits new accounts, analyzes performance results and initiates corrective action. DSRs are responsible for independent problem solving in their assigned territories.

Incumbents train, advise and support Retailers in the sale of lottery products; audit and ensure the integrity of Lottery Retailer transactions; use sales, marketing and other reports to identify problems; deliver and negotiate space to display point of sale items in a timely manner and may deliver tickets when required; maintain security of and account for lottery products and report any altered, lost or stolen tickets to the District Sales Supervisor or District Manager (DM).

Incumbents in this class maintain a high level of visibility and interaction as they serve as liaisons between the California State Lottery and Retailers, consumers, local governmental agencies, civic and community organizations. DSRs should be able to communicate effectively in a wide variety of circumstances and, under direction, may be called upon to address diverse public groups and the media. DSRs provide feedback to management regarding marketing, public relations and administrative issues.

Special Personal Characteristics
Possession of integrity, honesty, tolerance and tact, maturity and reliability; awareness and acceptance of the various racial, ethnic and cultural differences; a neat personal appearance; willingness to travel and to perform work requiring irregular hours; satisfactory record as a law abiding citizen

Felony Disqualification
Pursuant to Government Code Section 8880.71, persons convicted of a felony or any gambling related offense are disqualified from employment with the California State Lottery and are, therefore, not eligible to be examined for, or be appointed to, positions in this class.

Background Investigation
Pursuant to Government Code Section 8880.38, all persons successful in an examination for this class shall be required to undergo a thorough background investigation prior to appointment.

For information regarding position location(s), please refer to the Eligible List Information section.

Examination Information

We recommend using Chrome, Firefox, or Edge for optimal performance when accessing the examination.

This examination consists of the following component(s):

Component OrderComponent TypeComponent DuePercentage of Final Score
1CalHR Online ExamN/A100%

A final score of 70% must be attained to be placed on the eligible list.

In addition to evaluating the applicant's relative knowledge, skill and ability as demonstrated by quality and breadth of education/experience, emphasis in each test component will be on measuring competitively, relative to job demands, each applicant's:

Knowledge of:
  1. Principles and practices of product marketing and merchandising, utilizing point of sale materials and display techniques, wholesale sales and marketing management 
  2. Public relations
  3. Laws, rules, regulations, policies and procedures governing lottery operations
  4. Financial record keeping and basic accounting principles
Ability to:
  1. Work independently 
  2. Develop sales quotas and marketing plans for Retailers
  3. Set up an effective point of sale display
  4. Analyze marketing data and recommend a variety of methods to increase sales 
  5. Make persuasive sales presentations to prospective Retailers 
  6. Maintain good public relations with licensed Retailers, the public and associates 
  7. Use tact and good judgment in dealing with the public and other employees 
  8. Communicate effectively
  9. Conduct meetings and training 
  10. Demonstrate physical strength and dexterity necessary to perform the essential duties of the position

Eligible List Information

A Departmental Open eligible list for the DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY Classification will be established for:

  • CA State Lottery

The names of successful competitors will be merged onto the eligible list(s) in order of final score regardless of test date. Eligibility expires 12 months after it is established. Applicants must then retake the examination to reestablish eligibility.

Resulting Eligibility List(s) will be used to fill vacancies throughout the State of California.

Veterans' Preference will be granted for this examination. Veterans' Preference is an assistance program for veterans, veteran widows and widowers, and spouses of 100% disabled veterans who seek employment with the state. Veterans' Preference is also extended to currently serving military members nearing their retirement or separation date.

You are not eligible for Veteran's Preference if you are:

  • A veteran who has been dishonorably discharged or released.
  • A veteran, widow or widower of a veteran, or spouse of a 100 percent disabled veteran who currently has permanent civil service status. (Permanent civil service status is the status of an employee who is lawfully retained in his/her position after completion of the applicable probationary period. This does not include limited term).

Veterans' Preference is codified in Government Code Sections 18973 – 18979.

Veteran status is verified by the California Department of Human Resources (CalHR). Directions to apply for Veterans' Preference are on the Veterans' Preference Application (Std. Form 1093), which is available at www.CalCareers.ca.gov, and the Department of Veterans Affairs.

Career Credits are not granted for examination(s) administered on an Open basis or a Promotional basis.

District Sales Representative, California State Lottery Training and Experience Exam Preview

Section 1: Core Tasks

Instructions:

Rate your experience performing specific job-related tasks.

Respond to each of the following statements by indicating how the statement applies to you. You are required to respond to every statement by marking one option from the scales provided.

In responding to each statement, you may refer to your FORMAL EDUCATION, FORMAL TRAINING COURSES, and/or WORK EXPERIENCE whether paid or volunteer.

1. Performing sales route visits to provide customer service and maximize sales.
2. Serving as liaison between company and retailers by providing merchandising expertise and promotional guidance to address retailer needs and maximize sales.
3. Evaluating problems involving retail operations to determine solutions.
4. Coordinating special retail events (e.g. in store promotions, customer appreciation days, grand openings) to maximize sales.
5. Resolving disagreements and/or conflicts involving sales, retailers, or customers to maintain positive company/product perception and professional work relationships.
6. Conducting meetings with retailers on issues related to company products and services (e.g. policy changes, new promotions) to maximize sales and/or resolve issues.
7. Consulting with retailers on implementing strategies to maximize sales.
8. Evaluating retailer compliance with product guidelines (e.g. Point of Sale displays) during field visits.
9. Delivering, placing, and installing Point of Sale items at ideal placement areas within retail locations to promote and maximize sales.
10. Recruiting new retailers through prospecting/cold calling and following leads.
11. Conducting sales presentations to prospective retailers.
12. Completing the application process with potential retailers to appraise their viability to sell products.
13. Monitoring and analyzing sales activities to determine retailer performance and determine methods of maximizing sales.
14. Providing training to retailers to maximize sales and facilitate retailer compliance with company policies.
15. Documenting sales route activities and services provided to retailers to maintain accurate records.
16. Updating retailer database records with contact information or other changes to maintain accuracy.
17. Reviewing inventory to maintain accurate records.

Section 2: Core Knowledge and Abilities

Instructions:

Rate your experience in accordance to specific job-related knowledge and abilities.

Respond to each of the following statements by indicating how the statement applies to you. You are required to respond to every statement by marking one option from the scale provided.

In responding to each statement, you may refer to your FORMAL EDUCATION, FORMAL TRAINING COURSES, and/or WORK EXPERIENCE whether paid or volunteer.
6 Conducting meetings with retailers on issues related to company products and services (e.g. policy changes, new promotions) to maximize sales and/or resolve issues.

18. Ability to analyze marketing data to provide recommendations for maximizing sales.
19. Ability to conduct presentations in a variety of settings (e.g. retail environments) to maximize sales or enhance customer service.
20. Ability to represent the company in a professional manner before corporate executives or others (e.g. retailers, media) to exchange information and/or resolve problems.
21. Ability to conduct retailer field visits and audits to ensure compliance of sales objectives.
22. Ability to plan sales routes to provide coverage that meets retailer needs.
23. Basic knowledge of wholesale route sales and operations to conduct retail visits and evaluate efficiency.
24. Basic knowledge of retail sales and operations to conduct retail visits and evaluate efficiency.
25. Ability to assess retailer needs during field visits to provide support and maximize sales.
26. Ability to negotiate with retailers to maximize sales.
27. Ability to set up and place effective Point of Sale materials to promote sales.
28. Knowledge of product marketing principles, practices, and techniques (e.g. Point of Sale) to maximize sales.
29. Knowledge of selling techniques and methods to maximize sales.
30. Ability to evaluate sales information to appraise the effectiveness of promotional merchandising.
31. Ability to evaluate potential retailers using all available data (e.g. sales forecasts, demographics) to develop recommendations for management.
32. Ability to develop and recommend sales and marketing plans for retailers to maximize sales.

Testing Departments

  • CA State Lottery

Contact Information

Technical questions regarding this examination should be directed to:

California Department of Human Resources
CalCareer Service Center
1810 16th Street
Sacramento, CA 95814
Phone: (866) 844-8671
CalCareer@CalHR.CA.GOV

Administrative questions regarding this examination should be directed to:

CA State Lottery
California State Lottery
700 N. 10th Street MS#6-5
Sacramento, CA 95811
Phone: (916) 822-8158

California Relay Service: 1-800-735-2929 (TTY), 1-800-735-2922 (Voice). TTY is a Telecommunications Device for the Deaf, and is reachable only from phones equipped with a TTY Device.

Equal Opportunity Employer

The State of California is an equal opportunity employer to all, regardless of age, ancestry, color, disability (mental and physical), exercising the right to family care and medical leave, gender, gender expression, gender identity, genetic information, marital status, medical condition, military or veteran status, national origin, political affiliation, race, religious creed, sex (includes pregnancy, childbirth, breastfeeding and related medical conditions), and sexual orientation.

Drug Free Statement

It is an objective of the State of California to achieve a drug-free State work place. Any applicant for State employment will be expected to behave in accordance with this objective, because the use of illegal drugs is inconsistent with the law of the State, the rules governing civil service, and the special trust placed in public servants.

General Information

Examination and/or Employment Application (STD 678) forms are available at the California Department of Human Resources, local offices of the Employment Development Department, and through your CalCareer Account (www.CalCareers.ca.gov).

If you meet the requirements stated on this examination bulletin, you may take this examination, which is competitive. Possession of the entrance requirements does not assure a place on the eligible list. Your performance in the examination described in this bulletin will be rated against a predetermined job-related rating, and all applicants who pass will be ranked according to their scores.

CA State Lottery reserves the right to revise the examination plan to better meet the needs of the service, if the circumstances under which this examination was planned change. Such revision will be in accordance with civil service laws and rules and all applicants will be notified.

General Qualifications: Applicants must possess essential personal qualifications including integrity, initiative, dependability, good judgment, the ability to work cooperatively with others, and a state of health consistent with the ability to perform the assigned duties of the class. A medical examination may be required. In open examinations, investigation may be made of employment records and personal history and fingerprinting may be required.

Eligible Lists: Eligible lists established by competitive examination, regardless of date, must be used in the following order: 1) sub-divisional promotional, 2) departmental promotional, 3) multi-departmental promotional, 4) service-wide promotional, 5) departmental open, 6) open. When there are two lists of the same kind, the older must be used first. Eligible lists will expire in one to four years unless otherwise stated on the bulletin.

High School Equivalence: Equivalence to completion of the 12th grade may be demonstrated in any one of the following ways: 1) passing the General Education Development (GED) Test; 2) completion of 12 semester units of college-level work; 3) certification from the State Department of Education, a local school board, or high school authorities that the competitor is considered to have education equivalent to graduation from high school; or 4) for clerical and accounting classes, substitution of business college work in place of high school on a year-for-year basis.

Accepted applicants must provide proof of identification at each in-person test session. Acceptable identification consists of a photo identification card or two forms of signed identification.
Application Methods:
Electronic (Your CalCareer Account)