Abstract Title

Adapting to Different Customer Personality Profiles

Faculty Mentor Name

Cindy Rippe

Abstract

When it comes to business opportunities most transactions start with a sales representative. The first impression is crucial. Being able to articulate why the customer needs a product in a way that is easily understood is paramount. The positive interaction between the customer and the sales representative depends on several factors. One of the factors that is most important is personality compatibility. Different personalities may respond to certain verbiage because it is more in line with their personality style. The purpose of our research is to determine if identifying a customer's personality type and adjusting the salesperson’s terminology to fit the personality type will increase the salesperson’s chance of securing the sale.

Location

Flight Deck

Start Date

9-4-2014 10:00 AM

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Apr 9th, 10:00 AM

Adapting to Different Customer Personality Profiles

Flight Deck

When it comes to business opportunities most transactions start with a sales representative. The first impression is crucial. Being able to articulate why the customer needs a product in a way that is easily understood is paramount. The positive interaction between the customer and the sales representative depends on several factors. One of the factors that is most important is personality compatibility. Different personalities may respond to certain verbiage because it is more in line with their personality style. The purpose of our research is to determine if identifying a customer's personality type and adjusting the salesperson’s terminology to fit the personality type will increase the salesperson’s chance of securing the sale.