CT 6 Overcoming Personalities, writing homework help

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CT 6 PSL460 (SALES)

Module 6: Asking Questions to Connect Overcoming Personalities (70 Points)

Chapter 7 introduced Dr. Marston’s four categories of people that sales people will likely encounter.

These include the following:

  1. Driver or Dominant
  2. Influencer or Influenced
  3. Steady Relator or Steadiness
  4. Cautious Thinker or Conscientious

This CT assignment will have two parts.

Part 1: Prepare a brief summary of each of these personalities. In addition, analyze which of the personalities would be the most difficult to work with during the sales process.

Part 2: Brainstorm ideas for dealing with these different types of personalities.

Your submission should be a 2-3 page essay and include Parts 1 and 2 of this assignment. Follow APA guidelines with proper citations and references.

MUST HAVE TITLE AND REFERENCE PAGE NOT INCLUDED IN PAGE LENGTH REQUIREMENT!

MUST HAVE RUNNING HEADER AND SECTION HEADERS IN APA FORMAT

2-4 APA REFERENCES AND REFERENCES PAGE

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Attached.

Running Header: OVERCOMING PERSONALITIES (SALES)

Overcoming personalities (Sales)
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Course
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OVERCOMING PERSONALITIES (SALES)

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There are four personalities that exist in human beings. These are driver, influencer, steady
relator and the cautious thinker. A sales person has to encounter these four personalities and
devise methods through which to make sales. This would require them to handle each personality
differently and by the end ensuring that sales are made.
The dominant type of people usually consists of those who command authority and are
focused on getting things done in order to meet deadlines, therefore being result-oriented. They
demand respect too. They enjoy working independently and are hardworking and persistent
people in whatever they put their minds to (Stephanidis, 2011). However, they might turn out to
be insensitive, commanding and too head-strong.
The...


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