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MERLOT II


    

Learning Exercise


Material: Using the Keirsey Temperament Sorter to Determine Communication Styles
Submitted by: Cathy Swift on Feb 03, 2000
Date Last Modified: May 16, 2000
Title: Using the Keirsey Temperament Sorter to Determine Communication Styles
Description: This assignment allows students to determine their selling style and then to development guidelines for adapting that selling style for customers with different comunication styles.
Type of Task: Individual, Student-centered, Supplemental activity, Unsupervised
Time Required 10 minutes for the test; 60 minutes for the homework assignment
Topics: Target Audience:Primary - Undergraduate students in a Professional Selling classOther Potential Uses - With some adaptation in the assignment questions, undergraduate students in a Human Resource class.
Course: Professional Selling
Audience: College Upper Div Major
Categories:
Prerequisites Skills: This assignment should be made after class discussions of communication styles and adaptive selling.
Learning Objectives: 1. To enable students to determine their own temperament styles.2. To illustrate for students that there are a wide variety of temperament styles that they will encounter in the workplace.3. To have students demonstrate how they would have to adapt their selling styles for people of different temperaments.
Technical Notes: Assessment:Students should be expected to identify how they will adapt their sales presentations. Although the Temperaments are different from the Communication styles, students should be able to discuss how they would change their presentation for a different Temperament style.
Text of Learning Exercise:





Kersey Assign





Kersey Temperment Exercise




NOTE: This assignment should be made after class discussions
of communication styles and adaptive selling.

Go to the Keirsey website http://www.keirsey.com /cgi-bin/keirsey/newkts.cgi
and complete the Temperament Sorter II for you.

Prepare a typed one page report that includes the following:

1. What temperament style are you?

2. Is the description of your Temperament style and also your Character
style accurate? Why or why not?

3. Select one of the other three temperament styles and read the description.

4. Describe how you would adapt your sales call if you were calling
on a customer with this other type of temperament. Specifically:

        A. How would you change your
normal approach?

 

        B. How would you change
your questioning style?

 

        C. How would you change
your presentation?

 

        D. How would you change
handling objections?

 

        E. How would you close?

 

        F. How would you follow
up with this customer?

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