Student Name: Lorena Gutoi

Student Number: 1157984

Name of the teacher: James
Cosman
Date: 21.09.2022
Course Name:Business to
Business Selling
 1) Please describe one characteristic of one of the four sales professionals that you think it is
important and would try to incorporate into your sales presentations. Please describe why
you think that characteristic is important.

After I read the “Sales Profile Article”, the decision of choosing only one characteristic was complex,
but eventually, I realized that the approach of Dan Ilicic was the one that piqued my interest. The
characteristic that describes him is “open-mindedness” because he found a way to differentiate from
his competitors in front of the audience and to bring something new during the meetings.
Furthermore, he was not using the same product for all his meetings, he was coming up with new
items that were relatable to the targeted company. In the future, I will try to implement some of his
ideas, including this characteristic of bringing something new in the interest that it may differentiate
me from the competitors.

2) Results of the Personality and Communication Style tests

 - Using characteristics from your personality type indicator and your communication style
type, please tell me whatever or not you think your personality/ communication type is
conducive to giving presentations to customers and potential customers. Please explain.

Regarding the results of the tests, I do believe that my personality will be an advantage in the
presentations with the possible customers because I am an extroverted person, I am sociable and
also one of my traits is “Thinking”. I am not afraid to present something, and because my personality
type is “Commander”, I intend to do my best and please the customers.

- Would your personality/ communication style make you a good salesperson? Please explain.

Yes, my personality and also my communication style would make me a good salesperson because I
can communicate with possible customers without being scared, and I can convince them why they
should choose me. I have my own business, so I have already been through these kinds of situations
and I learned from them what is ethical to do or not in front of your clients and contractors.