GRANT - AMBIVERT ADVANTAGE

Question 1

EXTRAVERTED SALESPERSON

Answer 1

• more outgoing, sociable, express confidence & enthusiasm, forceful
• focus more on own interests rather than on customers perspective
• like to be center of attention
• don’t take time to ask questions
• may be perceived as overly excited and too confident

Question 2

AMBIVERT SALESPERSON

Answer 2

• achieve higher sales than introverts and extroverts
• required level of enthusiasm & assertiveness
• right balance between talking and listening
• right balance between selling and serving

Question 3

RELATION BETWEEN SALES PERFORMANCE & EXTRAVERSION

Answer 3

Inverted u-shaped, curvilinear relationship

-> sample of US call-agents (19 years old)