2. Order from The TEAM Approach 800/864-4911 Agenda Marston's DiSC ® Model DiSC PPSS EPIC Report General Characteristics Report Supplemental Reports Strategies for Creating a Positive RelationshipStrategies for Creating a Positive Relationship Relating to People and EnvironmentRelating to People and Environment Strategies for Managing How this Person Tends to ManageHow this Person Tends to Manage Managing this Person in a Sales EnvironmentManaging this Person in a Sales Environment Natural Approach to the Sales ProcessNatural Approach to the Sales Process Push Page Down, the Down Arrow key, or your left mouse button to advance through the presentation. This presentation includes several animations that you can control via any of the methods above. If you miss an animation, click Page Up or the Up Arrow key. To exit the presentation hit the ESC key at any time. Click on any link to the left to go directly to that portion of the self- paced tutorial or follow the instructions below.

3. Order from The TEAM Approach 800/864-4911 Marston’s Model  Favorable  Unfavorable Environment Perceives environment as Perceives self as Self  More powerful than the environment  Less powerful than the environment

4. Order from The TEAM Approach 800/864-4911 Marston’s Model: Environment Unfavorable Perceives an Unfavorable Environment Favorable Perceives a Favorable Environment D S i C

5. Order from The TEAM Approach 800/864-4911 Marston’s Model: Self More Powerful than the Environment Perceives Self as More Powerful than the Environment Less Powerful than the Environment Perceives Self as Less Powerful than the Environment D S i C

6. Order from The TEAM Approach 800/864-4911 Marston’s Model: Integrated D C i S Unfavorable Perceives an Unfavorable Environment Favorable Perceives a Favorable Environment More Powerful than the Environment Perceives Self as More Powerful than the Environment Less Powerful than the Environment Perceives Self as Less Powerful than the Environment

7. Order from The TEAM Approach 800/864-4911 Marston’s Model: Integrated DimensionEnvironmentSelf DominanceUnfavorableMore powerful InfluenceFavorableMore powerful SteadinessFavorableLess powerful ConscientiousnessUnfavorableLess powerful

8. Order from The TEAM Approach 800/864-4911 High D  Sees an unfavorable environment that they want to overcome  Tries to change, fix, or control things

9. Order from The TEAM Approach 800/864-4911 High i  Sees a favorable environment in which they can influence others  Tries to persuade, promote, or influence others

10. Order from The TEAM Approach 800/864-4911 High S  Sees a favorable environment that they want to maintain  Tries to be cooperative, supportive, and agreeable while keeping things stable

11. Order from The TEAM Approach 800/864-4911 High C  Sees an unfavorable environment that they do not want to try to change  Tries to work within established rules, guidelines, and procedures to ensure accuracy and quality

12. Order from The TEAM Approach 800/864-4911 DiSC ® PPSS DiSC ® PPSS helps individuals and teams improve their effectiveness in a wide range of business applications, including  Sales  Management  Customer service

13. Order from The TEAM Approach 800/864-4911 General Characteristics Report Behavioral Highlights  Highlights several potential strengths

14. Order from The TEAM Approach 800/864-4911  This graph displays the intensity of the four behavioral dimensions, D, i, S, and C, that make up the person’s profile pattern. General Characteristics Report Graph Behavioral Highlights

15. Order from The TEAM Approach 800/864-4911  This graph displays the intensity of the four behavioral dimensions, D, i, S, and C, that make up the person’s profile pattern. General Characteristics Report Graph Behavioral Highlights

16. Order from The TEAM Approach 800/864-4911 General Characteristics Report Behavioral Overview Graph Behavioral Highlights  The overview is a narrative description of the person's behavioral style

17. Order from The TEAM Approach 800/864-4911 General Characteristics Report Behavioral Overview Graph Behavioral Highlights  The overview is a narrative description of the person's behavioral style

18. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies  Motivating Factors Behavioral Overview/Narrative Graph Behavioral Highlights –This section lists those factors that are most likely to motivate the person.

19. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies  Motivating Factors Behavioral Overview/Narrative Graph Behavioral Highlights –This section lists those factors that are most likely to motivate the person.

20. Order from The TEAM Approach 800/864-4911 General Characteristics Report  Preferred Environment Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights –This section describes a person's preferences for his or her work environment. General Characteristics Report

21. Order from The TEAM Approach 800/864-4911 General Characteristics Report  Preferred Environment Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights –This section describes a person's preferences for his or her work environment. General Characteristics Report

22. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights  Tends to Avoid –This section details the situations or activities that this person may tend to avoid.

23. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights  Tends to Avoid –This section details the situations or activities that this person may tend to avoid.

24. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights  Strategies for Increased Effectiveness –This section provides a list of possible action strategies for making the person more effective.

25. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights  Strategies for Increased Effectiveness –This section provides a list of possible action strategies for making the person more effective.

26. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights  Demotivating Factors –This section identifies the situations, activities, or types of interactions that may negatively affect the person's motivation.

27. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights  Demotivating Factors –This section identifies the situations, activities, or types of interactions that may negatively affect the person's motivation.

28. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights  Behavior in Conflict Situations –This section lists the potential behaviors the person may use in conflict, and can be used to look at the effectiveness of these behaviors.

29. Order from The TEAM Approach 800/864-4911 General Characteristics Report Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights  Behavior in Conflict Situations –This section lists the potential behaviors the person may use in conflict, and can be used to look at the effectiveness of these behaviors.

30. Order from The TEAM Approach 800/864-4911  The Continuum displays the respondent's potential range of intensity for each of the behaviors listed, and can be used as a structure for considering and discussing individual differences. General Characteristics Report Behavioral Tendency Continuum Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights

31. Order from The TEAM Approach 800/864-4911  The Continuum displays the respondent's potential range of intensity for each of the behaviors listed, and can be used as a structure for considering and discussing individual differences. General Characteristics Report Behavioral Tendency Continuum Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights

32. Order from The TEAM Approach 800/864-4911  The worksheets provide an opportunity to use knowledge about the respondent’s behavioral tendencies to determine which action strategies would be most effective. General Characteristics Report Worksheets Continuum Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights

33. Order from The TEAM Approach 800/864-4911  The worksheets provide an opportunity to use knowledge about the respondent’s behavioral tendencies to determine which action strategies would be most effective. General Characteristics Report Worksheets Continuum Tendencies Behavioral Overview/Narrative Graph Behavioral Highlights

34. Order from The TEAM Approach 800/864-4911 Supplemental Reports Strategies for Creating a Positive Relationship Relating to People and Environment Strategies for Managing How this Person Tends to Manage Managing this Person in a Sales Environment Natural Approach to the Sales Process

35. Order from The TEAM Approach 800/864-4911 Supplemental Reports This report describes how to create a positive relationship by using the most effective approaches based on the person’s behavioral style. Strategies for Creating a Positive Relationship

36. Order from The TEAM Approach 800/864-4911 Supplemental Reports Creating a Positive Climate  This section provides information about strategies that are likely to help create a beneficial work climate for this person. Strategies for Creating a Positive Relationship

37. Order from The TEAM Approach 800/864-4911 Supplemental Reports Creating a Positive Climate  This section provides information about strategies that are likely to help create a beneficial work climate for this person. Strategies for Creating a Positive Relationship

38. Order from The TEAM Approach 800/864-4911 Supplemental Reports How to Communicate  This section describes specific communication approaches that are most likely to be effective with this person. Strategies for Creating a Positive Relationship

39. Order from The TEAM Approach 800/864-4911 Supplemental Reports How to Communicate  This section describes specific communication approaches that are most likely to be effective with this person. Strategies for Creating a Positive Relationship

40. Order from The TEAM Approach 800/864-4911 How to Compliment  This section indicates which compliments a person with this style is most likely to appreciate. Supplemental Reports How to Communicate  This section describes specific communication approaches that are most likely to be effective with this person. Strategies for Creating a Positive Relationship

41. Order from The TEAM Approach 800/864-4911 How to Compliment  This section indicates which compliments a person with this style is most likely to appreciate. Supplemental Reports How to Communicate  This section describes specific communication approaches that are most likely to be effective with this person. Strategies for Creating a Positive Relationship

42. Order from The TEAM Approach 800/864-4911 Supplemental Reports How to Provide Feedback Strategies for Creating a Positive Relationship  This section describes feedback the best feedback approach based on the person's behavioral style.

43. Order from The TEAM Approach 800/864-4911 Supplemental Reports How to Provide Feedback Strategies for Creating a Positive Relationship  This section describes feedback the best feedback approach based on the person's behavioral style.

44. Order from The TEAM Approach 800/864-4911 Supplemental Reports How to Deal with This Person in Conflict Strategies for Creating a Positive Relationship  This section lists the potential behaviors the person may use in conflict, and includes specific strategies for responding effectively.

45. Order from The TEAM Approach 800/864-4911 Supplemental Reports How to Deal with This Person in Conflict Strategies for Creating a Positive Relationship  This section lists the potential behaviors the person may use in conflict, and includes specific strategies for responding effectively.

46. Order from The TEAM Approach 800/864-4911 How to Deal with This Person's Problem-solving Style. Supplemental Reports Strategies for Creating a Positive Relationship  This section describes how this person is likely to approach problem-solving, and includes specific strategies for dealing effectively with this problem-solving style.

47. Order from The TEAM Approach 800/864-4911 How to Deal with This Person's Problem-solving Style. Supplemental Reports Strategies for Creating a Positive Relationship  This section describes how this person is likely to approach problem-solving, and includes specific strategies for dealing effectively with this problem-solving style.

48. Order from The TEAM Approach 800/864-4911 Supplemental Reports How to Deal with This Person's Decision-making Style. Strategies for Creating a Positive Relationship  This section describes this person’s likely approach to making decisions, and includes specific strategies for dealing effectively with this person’s decision- making style.

49. Order from The TEAM Approach 800/864-4911 Supplemental Reports How to Deal with This Person's Decision-making Style. Strategies for Creating a Positive Relationship  This section describes this person’s likely approach to making decisions, and includes specific strategies for dealing effectively with this person’s decision- making style.

50. Order from The TEAM Approach 800/864-4911 Supplemental Reports Strategies for Creating a Positive Relationship  A special worksheet is provided for processing the information in this report. Worksheet

51. Order from The TEAM Approach 800/864-4911 Supplemental Reports Strategies for Creating a Positive Relationship  A special worksheet is provided for processing the information in this report. Worksheet

52. Order from The TEAM Approach 800/864-4911 Relating to People and Environment Supplemental Reports This report describes how the person tends to relate to other people and environment based on his or her behavioral style.

53. Order from The TEAM Approach 800/864-4911 Relating to People and Environment Supplemental Reports  This section describes how the person tends to communicate with others. How the Person Tends to Communicate

54. Order from The TEAM Approach 800/864-4911 Relating to People and Environment Supplemental Reports  This section describes how the person tends to communicate with others. How the Person Tends to Communicate

55. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  This section describes how this person is likely to approach decision-making, and includes potential limitations or challenges. How the Person Tends to Make Decisions

56. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  This section describes how this person is likely to approach decision-making, and includes potential limitations or challenges. How the Person Tends to Make Decisions

57. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  This section describes how this person is likely to manage time, including possible limitations and challenges. How the Person Tends to Manage Time

58. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  This section describes how this person is likely to manage time, including possible limitations and challenges. How the Person Tends to Manage Time

59. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  This section describes how this person is likely to approach problem-solving, including possible limitations and challenges. How the Person Tends to Solve Problems

60. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  This section describes how this person is likely to approach problem-solving, including possible limitations and challenges. How the Person Tends to Solve Problems

61. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  This section describes how this person is likely to deal with stress, including possible limitations and challenges. How the Person Tends to Handle Stress

62. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  This section describes how this person is likely to deal with stress, including possible limitations and challenges. How the Person Tends to Handle Stress

63. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  A worksheet is provided for applying the behavioral information in this report. Worksheet

64. Order from The TEAM Approach 800/864-4911 Supplemental Reports Relating to People and Environment  A worksheet is provided for applying the behavioral information in this report. Worksheet

65. Order from The TEAM Approach 800/864-4911 Strategies for Managing Supplemental Reports This report provides specific strategies for managing the person based on their behavioral style.

66. Order from The TEAM Approach 800/864-4911  This section describes the approaches for development that are most likely to be effective for this person. Developing Supplemental Reports Strategies for Managing

67. Order from The TEAM Approach 800/864-4911  This section describes the approaches for development that are most likely to be effective for this person. Developing Supplemental Reports Strategies for Managing

68. Order from The TEAM Approach 800/864-4911  This section describes the approaches for development that are most likely to be effective for this person. Developing  This section describes the motivating strategies most likely to be effective with this person. Motivating Supplemental Reports Strategies for Managing

69. Order from The TEAM Approach 800/864-4911  This section describes the approaches for development that are most likely to be effective for this person. Developing  This section describes the motivating strategies most likely to be effective with this person. Motivating Supplemental Reports Strategies for Managing

70. Order from The TEAM Approach 800/864-4911 Supplemental Reports  Describes the compliments that are most likely to be received positively by this person. Complimenting Strategies for Managing

71. Order from The TEAM Approach 800/864-4911 Supplemental Reports  Describes the compliments that are most likely to be received positively by this person. Complimenting Strategies for Managing

72. Order from The TEAM Approach 800/864-4911 Counseling  Describes the counseling strategies most likely to be effective with this person. Supplemental Reports  Describes the compliments that are most likely to be received positively by this person. Complimenting Strategies for Managing

73. Order from The TEAM Approach 800/864-4911 Counseling  Describes the counseling strategies most likely to be effective with this person. Supplemental Reports  Describes the compliments that are most likely to be received positively by this person. Complimenting Strategies for Managing

74. Order from The TEAM Approach 800/864-4911 Counseling  Describes the counseling strategies most likely to be effective with this person.  Describes the approaches to problem-solving that are most likely to be effective for this person. Problem-Solving Supplemental Reports  Describes the compliments that are most likely to be received positively by this person. Complimenting Strategies for Managing

75. Order from The TEAM Approach 800/864-4911 Counseling  Describes the counseling strategies most likely to be effective with this person.  Describes the approaches to problem-solving that are most likely to be effective for this person. Problem-Solving Supplemental Reports  Describes the compliments that are most likely to be received positively by this person. Complimenting Strategies for Managing

76. Order from The TEAM Approach 800/864-4911 Supplemental Reports  Describes the approach to delegating most likely to be effective with this person. Delegating Strategies for Managing

77. Order from The TEAM Approach 800/864-4911 Supplemental Reports  Describes the approach to delegating most likely to be effective with this person. Delegating Strategies for Managing

78. Order from The TEAM Approach 800/864-4911  Describes the correcting strategies most likely to be effective with this person. Correcting Supplemental Reports  Describes the approach to delegating most likely to be effective with this person. Delegating Strategies for Managing

79. Order from The TEAM Approach 800/864-4911  Describes the correcting strategies most likely to be effective with this person. Correcting Supplemental Reports  Describes the approach to delegating most likely to be effective with this person. Delegating Strategies for Managing

80. Order from The TEAM Approach 800/864-4911  Describes the correcting strategies most likely to be effective with this person. Correcting  Describes the approaches to decision-making that are most likely to be effective with this person. Decision-Making Supplemental Reports  Describes the approach to delegating most likely to be effective with this person. Delegating Strategies for Managing

81. Order from The TEAM Approach 800/864-4911  Describes the correcting strategies most likely to be effective with this person. Correcting  Describes the approaches to decision-making that are most likely to be effective with this person. Decision-Making Supplemental Reports  Describes the approach to delegating most likely to be effective with this person. Delegating Strategies for Managing

82. Order from The TEAM Approach 800/864-4911 Supplemental Reports  Describes the methods of communication most likely to be effective with this person. Communicating Strategies for Managing

83. Order from The TEAM Approach 800/864-4911 Supplemental Reports  Describes the methods of communication most likely to be effective with this person. Communicating Strategies for Managing

84. Order from The TEAM Approach 800/864-4911 Supplemental Reports  A worksheet is provided for processing the information in this report. Worksheet Strategies for Managing

85. Order from The TEAM Approach 800/864-4911 Supplemental Reports  A worksheet is provided for processing the information in this report. Worksheet Strategies for Managing

86. Order from The TEAM Approach 800/864-4911 Supplemental Reports How this Person Tends to Manage This report describes the actions most natural for the person to use in eight different management skills areas, based upon behavioral style.

87. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes how this person is most likely to communicate when managing others. How this Person Tends to Manage Communicating

88. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes how this person is most likely to communicate when managing others. How this Person Tends to Manage Communicating

89. Order from The TEAM Approach 800/864-4911 Delegating  This section describes how this person is likely to delegate when managing others. Supplemental Reports  This section describes how this person is most likely to communicate when managing others. How this Person Tends to Manage Communicating

90. Order from The TEAM Approach 800/864-4911 Delegating  This section describes how this person is likely to delegate when managing others. Supplemental Reports  This section describes how this person is most likely to communicate when managing others. How this Person Tends to Manage Communicating

91. Order from The TEAM Approach 800/864-4911 Directing People Supplemental Reports How this Person Tends to Manage  This section describes the behavior that this person is likely to use when directing the actions of others.

92. Order from The TEAM Approach 800/864-4911  This section describes the behavior that this person is likely to use when directing the actions of others. Directing People Supplemental Reports How this Person Tends to Manage

93. Order from The TEAM Approach 800/864-4911 Developing People  This section describes the approach for developing others that this person is likely to use. Directing People Supplemental Reports How this Person Tends to Manage  This section describes the behavior that this person is likely to use when directing the actions of others.

94. Order from The TEAM Approach 800/864-4911  This section describes the behavior that this person is likely to use when directing the actions of others. Developing People  This section describes the approach for developing others that this person is likely to use. Directing People Supplemental Reports How this Person Tends to Manage

95. Order from The TEAM Approach 800/864-4911 Developing People  This section describes the approach for developing others that this person is likely to use.  This section describes how this person is likely to approach decisions when managing others. Decision-Making Supplemental Reports How this Person Tends to Manage Directing People  This section describes the behavior that this person is likely to use when directing the actions of others.

96. Order from The TEAM Approach 800/864-4911 Developing People  This section describes the approach for developing others that this person is likely to use. Directing People  This section describes the behavior that this person is likely to use when directing the actions of others.  This section describes how this person is likely to approach decisions when managing others. Decision-Making Supplemental Reports How this Person Tends to Manage

97. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes how this person is likely to handle time when managing others. Managing Time How this Person Tends to Manage

98. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes how this person is likely to handle time when managing others. Managing Time How this Person Tends to Manage

99. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes how this person is likely to handle time when managing others. Managing Time  This section describes how this person is likely to solve problems when managing others. Problem-Solving How this Person Tends to Manage

100. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes how this person is likely to handle time when managing others. Managing Time  This section describes how this person is likely to solve problems when managing others. Problem-Solving How this Person Tends to Manage

101. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes how this person is likely to approach motivating others. How this Person Tends to Manage Motivating Others

102. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes how this person is likely to approach motivating others. How this Person Tends to Manage Motivating Others

103. Order from The TEAM Approach 800/864-4911 Supplemental Reports  The worksheet helps determine how effective the person's natural approaches are when managing others and meeting the needs of his or her work environment. How this Person Tends to Manage Worksheet

104. Order from The TEAM Approach 800/864-4911 Supplemental Reports  The worksheet helps determine how effective the person's natural approaches are when managing others and meeting the needs of his or her work environment. How this Person Tends to Manage Worksheet

105. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment This report provides specific strategies for managing the person in a sales environment, based on his or her behavioral style.

106. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  This section describes development strategies that are most likely to be effective for this person. Developing

107. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  This section describes development strategies that are most likely to be effective for this person. Developing

108. Order from The TEAM Approach 800/864-4911  This section describes the motivation strategies that are likely to be most effective with this person. Motivating Supplemental Reports Managing the Person in a Sales Environment  This section describes development strategies that are most likely to be effective for this person. Developing

109. Order from The TEAM Approach 800/864-4911  This section describes the motivation strategies that are likely to be most effective with this person. Motivating Supplemental Reports Managing the Person in a Sales Environment  This section describes development strategies that are most likely to be effective for this person. Developing

110. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  This section describes the type of recognition that is likely to be most meaningful to this person. Giving Recognition

111. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  This section describes the type of recognition that is likely to be most meaningful to this person. Giving Recognition

112. Order from The TEAM Approach 800/864-4911  This section describes the coaching and counseling approaches that are most likely to be effective with this person. Coaching/Counseling Supplemental Reports Managing the Person in a Sales Environment  This section describes the type of recognition that is likely to be most meaningful to this person. Giving Recognition

113. Order from The TEAM Approach 800/864-4911  This section describes the coaching and counseling approaches that are most likely to be effective with this person. Coaching/Counseling Supplemental Reports Managing the Person in a Sales Environment  This section describes the type of recognition that is likely to be most meaningful to this person. Giving Recognition

114. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  This section describes the most effective communication approaches with this person. Communicating

115. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  This section describes the most effective communication approaches with this person. Communicating

116. Order from The TEAM Approach 800/864-4911  This section describes the approaches to problem- solving that are most likely to be effective with this person. Problem-Solving Supplemental Reports Managing the Person in a Sales Environment

117. Order from The TEAM Approach 800/864-4911  This section describes the approaches to problem- solving that are most likely to be effective with this person. Problem-Solving Supplemental Reports Managing the Person in a Sales Environment

118. Order from The TEAM Approach 800/864-4911  This section describes the approaches to problem- solving that are most likely to be effective with this person. Problem-Solving Supplemental Reports Managing the Person in a Sales Environment  This section describes the best delegation approaches for this person. Delegating

119. Order from The TEAM Approach 800/864-4911  This section describes the approaches to problem- solving that are most likely to be effective with this person. Problem-Solving Supplemental Reports Managing the Person in a Sales Environment  This section describes the best delegation for approaches this person. Delegating

120. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  This section describes the most effective approaches to decision-making for this person. Decision-Making

121. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  This section describes the most effective approaches to decision-making for this person. Decision-Making

122. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  The worksheet helps process the information in this section and translate it into an action plan. Worksheet

123. Order from The TEAM Approach 800/864-4911 Supplemental Reports Managing the Person in a Sales Environment  The worksheet helps process the information in this section and translate it into an action plan. Worksheet

124. Order from The TEAM Approach 800/864-4911 Supplemental Reports Natural Approach to the Sales Process  This report describes how the person would approach seven essential steps in the sales process based on his or her natural behavioral tendencies.

125. Order from The TEAM Approach 800/864-4911 Supplemental Reports Planning  This section describes the person's preferred approach to planning sales calls. Natural Approach to the Sales Process

126. Order from The TEAM Approach 800/864-4911 Supplemental Reports Planning  This section describes the person's preferred approach to planning sales calls. Natural Approach to the Sales Process

127. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to opening sales calls. Opening the Call Natural Approach to the Sales Process

128. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to opening sales calls. Opening the Call Natural Approach to the Sales Process

129. Order from The TEAM Approach 800/864-4911  This section describes the person's preferred approach to interviewing customers. Interviewing Supplemental Reports  This section describes the person's preferred approach to opening sales calls. Opening the Call Natural Approach to the Sales Process

130. Order from The TEAM Approach 800/864-4911  This section describes the person's preferred approach to interviewing customers. Interviewing Supplemental Reports  This section describes the person's preferred approach to opening sales calls. Opening the Call Natural Approach to the Sales Process

131. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to presenting information. Presenting Natural Approach to the Sales Process

132. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to presenting information. Presenting Natural Approach to the Sales Process

133. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to presenting information. Presenting  This section describes the person's preferred approach for responding to customer concerns. Responding to Concerns Natural Approach to the Sales Process

134. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to presenting information. Presenting  This section describes the person's preferred approach for responding to customer concerns. Responding to Concerns Natural Approach to the Sales Process

135. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to getting the customer to commit. Gaining Commitment Natural Approach to the Sales Process

136. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to getting the customer to commit. Gaining Commitment Natural Approach to the Sales Process

137. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to follow-up and service. Servicing Natural Approach to the Sales Process

138. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This section describes the person's preferred approach to follow-up and service. Servicing Natural Approach to the Sales Process

139. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This worksheet is designed to develop an action plan for improving sales performance in each of the seven steps of the sales process. Worksheet Natural Approach to the Sales Process

140. Order from The TEAM Approach 800/864-4911 Supplemental Reports  This worksheet is designed to develop an action plan for improving sales performance in each of the seven steps of the sales process. Worksheet Natural Approach to the Sales Process

141. Marston's DiSC ® Model DiSC PPSS EPIC Report Supplemental Reports Strategies for Creating a Positive Relationship Relating to People and Environment Strategies for Managing How this Person Tends to Manage Managing this Person in a Sales Environment Natural Approach to the Sales Process View Tutorial from beginning again