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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
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
FullText Text:
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  Data: One Size Does Not Fit All: Enhancing Sales Role Plays with The Four Tendencies
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  Data: 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
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  Data: 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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  Data: 2025
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  Data: EJ1459865
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    Languages:
      – Text: English
    PhysicalDescription:
      Pagination:
        PageCount: 11
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      – SubjectFull: Undergraduate Students
        Type: general
      – SubjectFull: Business Education
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      – SubjectFull: Salesmanship
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      – SubjectFull: Retailing
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      – SubjectFull: Helping Relationship
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      – SubjectFull: Personality Traits
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      – SubjectFull: Locus of Control
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      – SubjectFull: Interpersonal Relationship
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              Y: 2024
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