PRIMARY V. SECONDARY SALES TYPES


SELLING STYLE PRIMARY SECONDARY
1 RELATIONSHIP OR CONSULTATIVE
Generally considered one of the more acceptable and successful types, adjusts well to most selling situations
FARMER NONE
2 VERSATILE, RELATIONSHIP OR CONSULTATIVE
Exhibits the ability to adjust between the Relationship or Consultative style (1) and Proactive selling style (3), with a preference for the Relationship or Consultative style
FARMER HUNTER
3 PROACTIVE
Most associated with entrepreneurs and others who exhibit strong drive, often quite competitive. The best will be able to adjust between this style and the Relationship/Consultative styles
HUNTER NONE
4 VERSATILE PROACTIVE
Exhibits the ability to adjust between the Proactive Style (3) and the Relationship/Consulatative selling style (1) with a preference for the Proactive style
HUNTER NONE
5 VERY PROACTIVE
Strong competitive drive that is tempered by an outgoing personality
HUNTER NONE
6 HIGHLY PROACTIVE
Strong competitive drive that is tempered by an outgoing personality
HUNTER NONE
7 CLOSING
More comfortable with the one-call sale than with developing long-term relationships. Often very competitive and work better on their own rather than with a team. Ideal for seeking out new business and pioneering new product/concept ideas
LONE HUNTER HUNTER
8 AGGRESSIVE
Highly-focused, hard-driving selling style best suited for the one-call sale where, if the prospect walks, the sale is lost. Works better on their own than as part of a team
LONE HUNTER HUNTER
9 PASSIVE RETAIL
Best suited for retail sales, inbound tele-marketing, customer support, inside sales, etc. where the salesperson takes a minimal or passive role in the buying/selling decision
SHOPKEEPER REPAIRMAN
10 PROACTIVE RETAIL
Best suited for retail sales, inbound tele-marketing, customer support, inside sales, etc. where the salesperson takes an active role in the buying/ selling decision
SHOPKEEPER REPAIRMAN
11 RELAXED
Competitive but exhibits a somewhat laid-back approach to selling, most successful when working under competent sales management direction, usually prefer to handle sales with a short buying cycle
RELAXED HUNTER HUNTER
12 EASYGOING
Competitive but does not exhibit a sense of urgency, most successful when working under competent sales management direction, usually prefer to handle sales with a short buying cycle
EASY-GOING HUNTER HUNTER
13 SOCIAL
Generally very well-liked, best suited for maintaining existing business, need to be cautious about spending too much time socializing with clients.
SOCIAL FARMER FARMER
14 VERY SOCIAL
Generally very well-liked, best suited for maintaining existing business, likely to spend too much time socializing with clients
SOCIAL FARMER FARMER
15 HIGHLY SOCIAL
Generally very well-liked, spend far too much time socializing with clients
SOCIAL SHOPKEEPER REPAIRMAN
16 EXTREMELY SOCIAL
Generally very well-liked but are highly-inclined to waste people’s time with excessive socializing
SOCIAL SHOPKEEPER REPAIRMAN
17 CONGENIAL
Generally very pleasant and well-liked but are not suited for sales because of their desire to be liked, have difficulty handling objections and closing sales
REPAIRMAN NONE
18 NON-SALES
Not well-suited for sales and only succeed through a great deal of personal drive and desire.
HANDYMAN NONE