Bulletin Date: 11/28/2023
District Sales Representative
California State Lottery
Exam Code: 0PBAV
Department: California State Lottery
Exam Type: Departmental, Open
Final Filing Date: Continuous
CLASSIFICATION DETAILS
District Sales Representative, CA State Lottery – $4,431.00 - $5,545.00 per month.
View the classification specification for the District Sales Representative, California
State Lottery classification.
APPLICATION INSTRUCTIONS
If you have tested for the District Sales Representative classification as part of
the District Sales Representative & Supervisor exam in the previous 12 months, it
may be too early for you to take this exam. Please check your CalCareer account
for the retake date on your exam results notification for this classification
BEFORE continuing this exam process. Retaking this exam under another or a
new User I.D. and password, Social Security Number (voluntary, not required,
information), or name is not allowed.
Final Filing Date: Continuous
Who Should Apply:
Applicants who meet the minimum qualifications as stated on this bulletin may apply for
and take this examination.
Once you have taken this examination, you may not retake it for twelve (12) months.
Bulletin Date: 11/28/2023
How To Apply:
The link to connect to the Training and Experience Evaluation is located farther down on
this bulletin in the “Taking the Exam” section.
Special Testing Arrangements:
If you require assistance or alternative testing arrangements 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 into the examination. Part-time or full-time jobs,
regardless of whether paid or volunteer positions, and inside or outside California state
service will count toward experience.
All Levels:
Possession of a valid driver license of the appropriate class (Class C) 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. And
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.)
District Sales Representative, California State Lottery
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.
Bulletin Date: 11/28/2023
POSITION DESCRIPTION
DEFINITION OF SERIES:
Incumbents in these classes, have a primary public relations role to develop and
maintain a positive public perception of the fairness and honesty of the California State
Lottery. Incumbents develop, promote, evaluate, analyze and monitor to maximize the
sale of lottery products in designated territories through personal contact in the field.
Recruiting new Retailers and retaining existing retail accounts are stressed in all
classes within this series. Incumbents inform Retailers of game details, California State
Lottery Commission rules, regulations, policies and procedures, as well as policies and
procedures from the Director and management staff of the Lottery; monitor Retailers to
ensure that they are properly trained and maintain a secure environment for, and an
adequate supply of, lottery products; assist and make suggestions to Retailers to
introduce and ensure proper utilization of procedures for handling and accounting of
lottery products; introduce advertising materials, innovative displays and other items to
promote sales; analyze, monitor and review sales activities and develop plans to correct
problems and marketing strategies to increase sales; make recommendations based on
marketing analyses to discontinue or add retailers; maintain and monitor security of
lottery tickets, games and On-Line terminals; report stolen tickets; perform onsite audits
of On-Line lottery terminal transactions; prepare and maintain appropriate reports; may
investigate complaints regarding the Lottery or Retailers and report or follow up
appropriately.
DISTRICT SALES REPRESENTATIVE, CALIFORNIA STATE LOTTERY
This is the full, professional journey level in this series. District Sales Representatives
(DSRs) serve as liaisons between the California 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. 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 Lottery
Manager (LM). 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.
Bulletin Date: 11/28/2023
EXAMINATION SCOPE
This examination consists of the following components:
Training and Experience Evaluation – Weighted 100% of the final score.
The examination will consist solely of a Training and Experience Evaluation. To
obtain a position on the eligible list, a minimum score of 70% must be received.
Applicants will receive their score upon completion of the Training and Experience
Evaluation process.
In addition to evaluating applicants’ relative knowledge, skills, and ability, as
demonstrated by quality and breadth of education and/or experience, emphasis in each
exam component will be measuring competitively, relative job demands, each
applicant’s:
All Levels:
Knowledge of:
1. Knowledge of the Lottery’s mission, vision, and core values as the foundation for
decision making.
2. Knowledge of the Lottery’s organization, functions, policies and operating
procedures to respond to questions and address common needs.
3. Knowledge of common public relations techniques to monitor the promotion of
Lottery products.
4. Basic knowledge of wholesale sales and operations to conduct a sales route,
evaluate its efficiency, and communicate with individuals involved with the
Lottery.
5. Basic knowledge of retail sales and operations to conduct a sales route, evaluate
its efficiency, and communicate with individuals involved with the Lottery.
6. Knowledge of Lottery equipment vendors and services to provide referrals to
retailers whose needs are beyond the scope of the District Sales Representative
(DSR).
7. Basic knowledge of Lottery dispensing equipment to adjust schematic price
points, conduct minor machine maintenance, and generate sales activity and
inventory control reports.
8. Knowledge of appropriate circumstances to distribute Promotional Coupons,
Scratchers and premiums as reimbursement and/or reward to retailers and
customers.
9. Knowledge of conflict management techniques to address adverse situations
involving retailers, staff, and others.
10. Knowledge of selling techniques and methods to persuade and convince retailers
and customers to purchase Lottery products.
Bulletin Date: 11/28/2023
11. Knowledge of, and ability to abide by, all laws, rules, policies and procedures
governing the Lottery and civil service employees to maintain compliance at all
times.
12. Basic knowledge of product marketing principles, practices, and techniques (e.g.
Point of Sale displays) to promote the sale of Lottery products.
13. Thorough knowledge of all Lottery laws, rules, policies and procedures to monitor
retail activities and implement corrective actions to maintain integrity.
14. Knowledge of basic mathematics (e.g. addition, subtraction, percentages,
multiplication, division) principles to maintain records (e.g. inventory, Promotional
Coupons, Scratcher logs) in accordance with Lottery guidelines.
15. Knowledge of Scratcher Inventory Management Center (SIMC) processes and
functions used to track Scratchers.
16. Knowledge of basic record keeping techniques to track information provided to
retailers (e.g. trainings, operating procedures), maintain service records, monitor
Scratcher inventory, etc.
17. Knowledge of various computer software (e.g. Microsoft Office) and websites
(e.g. InfoDist) to accomplish work assignments.
18. Knowledge of the internet and/or intranet to conduct online research and obtain
information related to programs and projects.
19. Knowledge of spreadsheet software to prepare summaries and reports.
20. Knowledge of word processing software to prepare correspondence and reports.
Ability to:
1. Ability to establish, prioritize, coordinate and implement work assignments to
complete projects and assignments within established timeframes.
2. Ability to perform the responsibilities of the District Sales Representative (DSR)
in the event of absence.
3. Ability to independently review and edit written materials used in Lottery
operations.
4. Ability to analyze marketing data in order to provide recommendations to retailers
and/or management for maximizing Lottery sales.
5. Ability to reason logically when solving problems or making decisions (e.g.
evaluating issues, generating solutions).
6. Ability to provide logical feedback to management regarding marketing, progress
with work objectives and administrative issues to enable informed decision
making.
7. Ability to communicate information in writing to different recipients using various
communication tools.
Bulletin Date: 11/28/2023
8. Ability to communicate information in person in a variety of settings (e.g. retail
environments, local public groups) to maximize Lottery sales and enhance
customer service.
9. Ability to explain issues and solutions (e.g. technical expertise) to a variety of
audiences with varying levels of proficiency.
SPECIAL PERSONAL CHARACTERISTICS
All Levels:
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 Section8880.38, all persons successful in an
examination for this class shall be required to undergo a thorough background
investigation prior to appointment.
ELIGIBLE LIST INFORMATION
A departmental, open eligible list for the District Sales Representative California State
Lottery classification will be established by the California Department of Human
Resources for use by:
California State Lottery
The names of successful competitors will be merged onto the eligible list in order of
final score regardless of exam date. Eligibility expires twelve (12) months after it is
established. Applicants must then retake the examination to reestablish eligibility.
Veterans’ Preference will be granted for this examination. In accordance with
Government Codes 18973.1 and 18973.5, whenever any veteran, or widow or widower
of a veteran achieves a passing score on an open examination, he or she shall be
ranked in the top rank of the resulting eligible list.
Veterans status is verified by the California Department of Human Resources (CalHR).
Information on this program and the Veterans’ Preference Application (Std. 1093) is
Bulletin Date: 11/28/2023
available online. Additional information on veteran benefits is available at the
Department of Veterans Affairs.
Career Credits will not be applied to the final score of competitors who are successful
in this examination.
EXAMINATION INFORMATION
Preview Training and Experience Evaluation
PREPARING FOR THE EXAMINATION
Here is a list of suggested resources to have available prior to taking the exam.
Employment History: Employment dates, job titles, organization names and
addresses, names of supervisors or persons who can verify your job responsibilities,
and phone numbers of persons listed above.
Education: School names and addresses, degrees earned, dates attended, courses
taken (verifiable on a transcript), persons or office who can verify education, and phone
numbers of persons or offices listed above.
Training: Class titles, certifications received, names of persons who can verify your
training, and phone numbers of persons listed above.
TAKING THE EXAMINATION
We recommend using Chrome, Firefox, or Edge for optimal performance when
accessing the examination.
Take the online Training and Experience Evaluation for the District Sales
Representative classification.
TESTING DEPARTMENTS
California State Lottery
CONTACT INFORMATION
Questions regarding this examination should be directed to:
The California Department of Human Resources Selection Division
1515 S Street, North Building, Suite 400
Sacramento, CA 95811-7258
1-866-844-8671
California Relay Service: (7-1-1)
Telecommunications Device for the Deaf (TTY) (916) 654-6336
TTY is a telecommunications device that is reachable only from phones equipped with a
TTY device.
Bulletin Date: 11/28/2023
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 of 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.
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 score.
The California Department of Human Resources (CalHR) 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 judgement, 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) servicewide 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.
Bulletin Date: 11/28/2023
High School Equivalence: Equivalence to completion of the 12
th
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 form 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.
