MKT 340 Lecture Notes - Lecture 5: Inflection
31 May 2018
School
Department
Course
Professor
I. Introduction to Personality Types
Disclaimers:
1. No one can agree on the number of personality types. For this class, we will say there is
4
2. No one is 100% of one personality type, but we all have a dominant trait
3. All 4 types are represented equally represented across society.
Types:
1. Analytical: all four types based on emotion, but this one uses logic the most. They need
a reason to go from point A to point B. Tend to like numbers or percentages. Typical
occupations include finance, accounting, engineering, and most of the sciences.
(Jennifer)
2. Amiable: believe more in the relationship itself. For lack of a better word, they will piggy
back on your own confidence and your recommendations as a salesperson. Typical
occupations include nursing, care taking positions, nonprofit jobs, and many teachers.
Give up their trust too fast and too quickly. (Howard)
3. Steady relater: moved by 1. Status and 2. Image. Has to be the newest, fastest, and the
best. Heavily influenced by celebrities. By far the most competitive of personality types.
Most athletes, and most externally motivated sales people.(Bill)
4. Drivers: move by being in control and not wasting time. They want immediate answers
to immediate questions. Most CEOs tend to be drivers. No one is born a driver. People
become drivers. Underneath most drivers is an amiable that suffered a loss of faith or a
loss of trust. (Margo)
It’s opletely ieleat hat the salespeso’s pesoality type is eause as a salesa,
you’e adaptig to the liet’s pesoality type.
II. How People Interpret Information
Visual: itepet y seeig thigs. If they say thigs as I do’t eliee you, they
want a visual representation
Auditory: paint word pictures for them. If you tell them a long story or a long joke. If
they have no toule keepig up, they’e auditoy y atue. If they ask a lot of
uestios thoughout, they’e isual.
Kinetically: people that understand by touching or feeling
95% of the population is visually or auditory
Thee’s o oelatio etee pesoality type and how people interpret info.
III. Communication Principles
Verbal Messages
A. Use of words:
Characteristics: Can either be abstract or concrete. Emotional or neutral.
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Document Summary
Disclaimers: no one can agree on the number of personality types. For this class, we will say there is. 4: no one is 100% of one personality type, but we all have a dominant trait, all 4 types are represented equally represented across society. Types: analytical: all four types based on emotion, but this one uses logic the most. They need a reason to go from point a to point b. Typical occupations include finance, accounting, engineering, and most of the sciences. (jennifer: amiable: believe more in the relationship itself. For lack of a better word, they will piggy back on your own confidence and your recommendations as a salesperson. Typical occupations include nursing, care taking positions, nonprofit jobs, and many teachers. Give up their trust too fast and too quickly. (howard: steady relater: moved by 1. Has to be the newest, fastest, and the best. By far the most competitive of personality types.
