One Size Does Not Fit All: Enhancing Sales Role Plays with The Four Tendencies
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| Title: | One Size Does Not Fit All: Enhancing Sales Role Plays with The Four Tendencies |
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| Language: | English |
| Authors: | Andrew Pueschel, Rebecca Dingus, Jessica Babin Weeks, Ryan Johnson, Sarah Rist |
| Source: | Journal of Instructional Pedagogies. 2024 30. |
| Availability: | Academic and Business Research Institute. 147 Medjool Trail, Ponte Vedra, FL 32081. Tel: 904-435-4330; e-mail: editorial.staff@aabri.com; Web site: http://www.aabri.com |
| Peer Reviewed: | Y |
| Page Count: | 11 |
| Publication Date: | 2024 |
| Document Type: | Journal Articles Reports - Research |
| Education Level: | Higher Education Postsecondary Education |
| Descriptors: | Undergraduate Students, Business Education, Salesmanship, Persuasive Discourse, Retailing, Job Skills, Merchandising, Role Playing, Student Projects, Goal Orientation, Helping Relationship, Personality Traits, Locus of Control, Interpersonal Relationship |
| ISSN: | 2327-5324 1941-3394 |
| Abstract: | The Four Tendencies personality framework, as developed by Gretchen Rubin, allows insight into one's typical responses to both inner expectations (e.g., a personal goal like a New Year's Resolution) and outer expectations (e.g., a request from a classmate or coworker). While the Four Tendencies could be applied to many concepts within the marketing curriculum, including increasing team cohesion in any teamwork-based assignments, this paper focuses on a way to enhance closing skills for sales students. By incorporating The Four Tendencies framework, sales students can tailor their sales closing techniques to properly fit the tendencies of their buyers. Results from implementing The Four Tendencies in a Foundations of Professional Selling curriculum does appear to enhance learners' skillsets and confidence in the final, and often most challenging, step of the selling process -- closing the sale. |
| Abstractor: | As Provided |
| Entry Date: | 2025 |
| Accession Number: | EJ1459865 |
| Database: | ERIC |
| Abstract: | The Four Tendencies personality framework, as developed by Gretchen Rubin, allows insight into one's typical responses to both inner expectations (e.g., a personal goal like a New Year's Resolution) and outer expectations (e.g., a request from a classmate or coworker). While the Four Tendencies could be applied to many concepts within the marketing curriculum, including increasing team cohesion in any teamwork-based assignments, this paper focuses on a way to enhance closing skills for sales students. By incorporating The Four Tendencies framework, sales students can tailor their sales closing techniques to properly fit the tendencies of their buyers. Results from implementing The Four Tendencies in a Foundations of Professional Selling curriculum does appear to enhance learners' skillsets and confidence in the final, and often most challenging, step of the selling process -- closing the sale. |
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| ISSN: | 2327-5324 1941-3394 |
