The real meaning of these attributes, whose mere mention may invoke images of religious examination (self-knowledge), infinite flexibility (behavioral change), or psychological analysis (motivating others), is relatively easy to grasp in the sales management context.
This paper has described various factors that contribute to sales force dynamics. This essay provides documenting measurement to those descriptions. This is a difficult process, because it is hard to know when it will be appropriate to use free-flowing, descriptive, summary language versus more scientific, technical language. Moreover, this paper is intended for use by people with a variety of interests and backgrounds. The approach so far has been to provide more anecdotal summaries than quantitative data. Consistent with that approach, this work provides more data but in a descriptive manner. This paper provides information about the instruments and processes used to accomplish successful sales steps. The traits and behavioral styles are based on research into the life histories and experiences of people who have repeatedly demonstrated them in the past.