Article Summary Report 2

Article Summary Report 2 - Article Summary Report Provide a...

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Article Summary Report Provide a brief write-up of the article. Did you like the article, why? What are some of the key issues you can take away from the article? Why is this information important in a management role? How can this information be applied to your career (current and future), give examples? This is a very unique article that focuses on the different personality types of salespeople and how those types play in real world sales activities. The authors, Lynette Ryals and Iain Davies accompanied 800 salespeople in their sales meetings, divided them up into eight sales types based on seven attributes then measured their ability to close by securing next steps from their customers, closing to the next stage of a deal and finally closing the deal. The eight sales types mentioned in the article are: Experts, Closers, Consultants, Storytellers, Focusers, Narrators, Aggressors and Socializers. These eight sales types, only the first three were identified as “the best”, meaning that they were consistently effective in making the sale. And these three groups made up only 37% of the entire 800 sales professionals sample. There are seven aspects that the authors used to measure and compare among those types of sales
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This note was uploaded on 03/30/2012 for the course BUSINESS 300 taught by Professor Smith during the Spring '12 term at Aquinas.

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Article Summary Report 2 - Article Summary Report Provide a...

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