Exam Bulletin - District Sales Representative

State of California

Exam Code: EX-5064

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: $4,842.00 - $6,058.00 per Month

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

Application Instructions

This is not a timed examination. If you request a Reasonable Accommodation, your account will be locked and you will not be able to proceed with the examination 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 6 months:

Exam Code(s):

    5064

For DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY, once you have participated in any of the following examinations, you may not recompete for 6 months:

Exam Code(s):

  • EX-05064

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’s 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.

Candidates who are within six months of satisfying the experience requirement will be admitted to the examination, but they must fully meet the experience requirement before being eligible for appointment.

Either 1

Two years of experience in the California state service performing the duties of a Route Sales Representative or equivalent classification, one year of which must be at the Route Sales Representative, Range B or equivalent level.

Or 2

Four years of wholesale, or business-to-business, sales experience establishing or servicing accounts.

Academic education from an accredited college/university may be substituted for up to three years of the required general experience under pattern 2, on a year-for-year basis.
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 at the California State Lottery.

Background Investigation

Pursuant to Government Code section 8880.38, all persons selected by the California State Lottery shall be required to undergo a thorough background investigation prior to appointment.

Position Description

00101790 - DISTRICT SALES REPRESENTATIVE, CA STATE LOTTERY

This is the full, professional journey level in this series. District Sales Representatives serve as liaisons between the department and the retailers who sell the department’s products in their assigned territories. 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 and sales strategies, seeks new account leads, 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 products and equipment; audit and ensure the integrity of retailer transactions; use sales, marketing, and other data to identify problems; deliver and negotiate space to display point of sale items in a timely manner and may deliver products when required; maintain security of and account for products and report any altered, lost, or stolen products to their supervisor or manager.

Incumbents in this class maintain a high level of visibility and interaction as they serve as liaisons between the department and retailers, consumers, local governmental agencies, and civic and community organizations. Incumbents must communicate effectively in a wide variety of circumstances and, under close supervision, may be called upon to address diverse public groups and the media. Incumbents provide feedback to management regarding marketing, public relations, and administrative issues.

Preferred or Desirable Qualifications

Ability to think critically and exercise good judgment. Possession of integrity, honesty, tolerance and tact, maturity and reliability; awareness and acceptance of the various racial, ethnic and cultural differences; willingness to travel and to perform work requiring irregular hours with advance notice. Excellent interpersonal skills with the ability to project a businesslike and professional image to effectively represent the department. Academic education from an accredited college/university in the field of business administration, marketing, or a closely related field.

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

Examination Information

This examination consists of the following component(s):

Component OrderComponent TypeComponent DuePercentage of Final Score
1Online ExamContinuous100%

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. Utilizing POS materials and display techniques
  2. Basic personal computer and terminal operation
  3. Basic principles and practices of in-store product marketing, merchandising, and promotions
  4. Laws, rules, regulations, and the operation of the department
  5. Public relations
  6. Marketing, promotions, merchandising and sales principles and techniques
  7. Data analysis
  8. Inventory control/management and financial record keeping
  9. Basic accounting techniques
  10. Customer relationship principles
  11. Computer technology
Ability to:
  1. Work on their own in the field under supervision
  2. Use tact and good judgment in dealing with the public
  3. Establish and maintain good working relationships with store personnel and department staff contacted in the course of work
  4. Safely operate a motor vehicle, keep logs, obtain routine maintenance/service, and report vehicle problems
  5. Deal with in-store situations/problems and take appropriate action
  6. Communicate effectively
  7. Physically restock and/or move equipment
  8. Collect and reconcile cash, demonstrating a good understanding of basic accounting principles
  9. Review sales data and take appropriate action such as adjusting product mix and recommend POS placement
  10. Set up and maintain POS material and merchandise as instructed
  11. Maintain accurate electronic and hardcopy records/logs relating to daily schedule and activity
  12. Learn department equipment operation
  13. Understand basic safety guidelines relating to the placement of equipment and POS material
  14. Work independently
  15. Develop sales quotas and marketing plans for retailers
  16. Set up an effective point of sale display
  17. Analyze marketing and sales data, and recommend a variety of methods to increase sales
  18. Make persuasive sales presentations to prospective retailers
  19. Maintain good public relations with licensed retailers, the public and associates
  20. Use tact and good judgment in dealing with the public and other employees
  21. Use computers and various computer tools and applications, including customer relationship management (CRM) software
  22. Communicate effectively orally and in writing and in the appropriate format
  23. Conduct meetings and training
  24. Safely operate a vehicle, obey traffic laws and maintain a valid California driver’s license
  25. Demonstrate physical strength and dexterity necessary to perform the essential duties of the position

Eligible List Information

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

  • State of California

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 Training and Experience Evaluation Preview


Instructions:
Rate your experience performing specific job-related tasks.

Respond to each of the following statements by indicating how the statement applies to you.

In responding to each statement, you may refer to your WORK EXPERIENCE, whether paid or volunteer.

PLEASE NOTE: This examination is designed to gain an overall assessment of your experience as it directly relates to the duties and the knowledge, skills and abilities required for this position. All components of this examination have been carefully validated by tying them directly to job requirements and documenting their relevance to the position.
  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. Monitoring and analyzing sales activities to determine retailer performance and determine methods of maximizing sales.
  11. Providing training to retailers to maximize sales and facilitate retailer compliance with company policies.
  12. Documenting sales route activities and services provided to retailers to maintain accurate records.
  13. Updating retailer database records with contact information or other changes to maintain accuracy.
  14. Reviewing inventory to maintain accurate records.

Instructions:
Rate your experience performing specific job-related knowledge and abilities.

Respond to each of the following statements by indicating how the statement applies to you.

In responding to each statement, you may refer to your WORK EXPERIENCE, whether paid or volunteer.

PLEASE NOTE: This examination is designed to gain an overall assessment of your experience as it directly relates to the duties and the knowledge, skills and abilities required for this position. All components of this examination have been carefully validated by tying them directly to job requirements and documenting their relevance to the position.
  1. Ability to analyze marketing data to provide recommendations for maximizing sales.
  2. Ability to conduct presentations in a variety of settings (e.g. retail environments) to maximize sales or enhance customer service.
  3. 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.
  4. Ability to conduct retailer field visits and audits to ensure compliance of sales objectives.
  5. Ability to plan sales routes to provide coverage that meets retailer needs.
  6. Basic knowledge of wholesale route sales and operations to conduct retail visits and evaluate efficiency.
  7. Basic knowledge of retail sales and operations to conduct retail visits and evaluate efficiency.
  8. Ability to assess retailer needs during field visits to provide support and maximize sales.
  9. Ability to negotiate with retailers to maximize sales.
  10. Ability to set up and place effective Point of Sale materials to promote sales.
  11. Knowledge of product marketing principles, practices, and techniques (e.g. Point of Sale) to maximize sales.
  12. Knowledge of selling techniques and methods to maximize sales.
  13. Ability to evaluate sales information to appraise the effectiveness of promotional merchandising.
  14. Ability to evaluate potential retailers using all available data (e.g. sales forecasts, demographics) to develop recommendations for management.
  15. Ability to develop and recommend sales and marketing plans for retailers to maximize sales.

Testing Departments

  • State of California

Contact Information

Questions regarding this examination should be directed to:

State of California
CalCareer Service Center
1810 16th Street
Sacramento, CA 95811
Phone: (866) 844-8671
CalCareer@calhr.ca.gov

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.

State of California 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)