1. 1 2014 Copyright HR Profiling Solutions Ltd Sales and Extended DISC

2. 2014 Copyright HR Profiling Solutions Ltd Sales: No right or wrong There is no right or wrong profile for Sales! ‘Sales’ covers a huge spectrum BUT Remember selling covers a huge range! Hunters – cold calling, new business & result driven Farmers – relationship selling and emotive selling Customer service – problem solving and upselling Technical sales – explanations, instructions & detail

3. 2014 Copyright HR Profiling Solutions Ltd Sales: Sales and the EDISC diamond

4. 2014 Copyright HR Profiling Solutions Ltd Sales: Five main areas of Sales

5. 2014 Copyright HR Profiling Solutions Ltd Sales: Selling to the styles

6. 2014 Copyright HR Profiling Solutions Ltd Sales: Basic shapes and sales (advanced) Occupational ‘Best Fit’ Areas: Direct Sales (The Hunter) General Manager (Sales) Sales and Marketing Manager I-Sell Occupational ‘Best Fit’ areas: Telephone sales Long term account management Warm sales Occupational ‘Best Fit’ Areas: Long-term Client Account Managers Factual ‘selling’ where products need explanation I-ParticipateI-Explain

7. 2014 Copyright HR Profiling Solutions Ltd Sales: Ideal sales fit Technical selling Information providing Expert role Tough competition Direct one-off selling Price competition Long-term process Serving existing customer base After-sales service Abstract product Relationship-selling New account opening

8. 2014 Copyright HR Profiling Solutions Ltd Sales: Ideal sales fit Well-tested Technical High-Quality Clear – no details Quantity selling No adjustment needed Traditional – familiar Widely used Necessary New product to the market Service – product Abstract