发掘高潜质优秀销售人员——个人情态量表应用.pptVIP

1.????? 个人成就需求：按自己心目中的优秀标准做事的欲望。按自己心目中的标准改进工作，创新发明，以个人的高效率做事，不愿意受规章制度约束 2.????? 个人亲和需求：与别人保持和谐融洽的关系，希望别人喜欢自己的欲望。 为了保持良好的关系做妥协，避免冲突 3.????? 个人影响需求：对别人的思想、情绪、行为产生直接影响的欲望。使别人 按自己的想法做事，抵制和对抗别人对自己产生影响的企图和行为 Achievement -- The desire for personal excellence, efficiency, progress, and the tangible and concrete results of one’s effort. Affiliation -- The need for maintaining a friendly and harmonious relationship with others and being liked by others. Power --The desire to exert direct personal influence or impact on the feelings, thoughts, and behaviors of others. * Sales roles, with the emphasis o