Order from The TEAM Approach 800/864-4911 Agenda Marston's DiSC ® Model DiSC PPSS EPIC Report...

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Agenda

Marston's DiSC® Model

DiSC PPSS EPIC Report

General Characteristics Report

Supplemental Reports• Strategies for Creating a Po

sitive Relationship

• Relating to People and Environment

• Strategies for Managing

• How this Person Tends to Manage

• Managing this Person in a Sales Environment

• Natural Approach to the Sales Process

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Marston’s Model

Favorable Unfavorable

Environment

Perceives environment as

Perceives self asSelf

More powerful than the environment

Less powerful than the environment

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Marston’s Model: Environment

Perceives an UnfavorableUnfavorable Environment

Perceives a Favorable Favorable

Environment

D

S

i

C

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Marston’s Model: Self

Perceives Self as More Powerful than the EnvironmentMore Powerful than the Environment

Perceives Self as Less Powerful than the EnvironmentLess Powerful than the Environment

D

S

i

C

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Marston’s Model: Integrated

D

C

i

S

Perceives an UnfavorableUnfavorable Environment

Perceives a Favorable Favorable

Environment

Perceives Self as More Powerful than the EnvironmentMore Powerful than the Environment

Perceives Self as Less Powerful than the EnvironmentLess Powerful than the Environment

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Marston’s Model: Integrated

DimensionEnvironment

Self

Dominance Unfavorable More powerful

Influence Favorable More powerful

Steadiness Favorable Less powerful

Conscientiousness Unfavorable Less powerful

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High D

Sees an unfavorable environment that they want to overcome

Tries to change, fix, or control things

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High i

Sees a favorable environment in which they can influence others

Tries to persuade, promote, or influence others

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High S

Sees a favorable environment that they want to maintain

Tries to be cooperative, supportive, and agreeable while keeping things stable

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High C

Sees an unfavorable environment that they do not want to try to change

Tries to work within established rules, guidelines, and procedures to ensure accuracy and quality

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DiSC ® PPSS

DiSC ® PPSS helps individuals and teams improve their effectiveness in a wide range of business applications, including

Sales Management Customer service

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General Characteristics Report

General Characteristics Report

Behavioral Highlights Highlights several

potential strengths

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This graph displays the intensity of the four behavioral dimensions, D, i, S, and C, that make up the person’s profile pattern.

General Characteristics Report

General Characteristics Report

Graph

Behavioral Highlights

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This graph displays the intensity of the four behavioral dimensions, D, i, S, and C, that make up the person’s profile pattern.

General Characteristics Report

General Characteristics Report

Graph

Behavioral Highlights

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General Characteristics Report

General Characteristics Report

Behavioral Overview

Graph

Behavioral Highlights

The overview is a narrative description of the person's behavioral style

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General Characteristics Report

General Characteristics Report

Behavioral Overview

Graph

Behavioral Highlights

The overview is a narrative description of the person's behavioral style

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General Characteristics Report

General Characteristics Report

Tendencies Motivating Factors

Behavioral Overview/Narrative

Graph

Behavioral Highlights

– This section lists those factors that are most likely to motivate the person.

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General Characteristics Report

General Characteristics Report

Tendencies Motivating Factors

Behavioral Overview/Narrative

Graph

Behavioral Highlights

– This section lists those factors that are most likely to motivate the person.

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General Characteristics Report

Preferred Environment

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

– This section describes a person's preferences for his or her work environment.

General Characteristics Report

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General Characteristics Report

Preferred Environment

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

– This section describes a person's preferences for his or her work environment.

General Characteristics Report

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General Characteristics Report

General Characteristics Report

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

Tends to Avoid

– This section details the situations or activities that this person may tend to avoid.

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General Characteristics Report

General Characteristics Report

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

Tends to Avoid

– This section details the situations or activities that this person may tend to avoid.

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General Characteristics Report

General Characteristics Report

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

Strategies for Increased Effectiveness

– This section provides a list of possible action strategies for making the person more effective.

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General Characteristics Report

General Characteristics Report

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

Strategies for Increased Effectiveness

– This section provides a list of possible action strategies for making the person more effective.

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General Characteristics Report

General Characteristics Report

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

Demotivating Factors

– This section identifies the situations, activities, or types of interactions that may negatively affect the person's motivation.

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General Characteristics Report

General Characteristics Report

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

Demotivating Factors

– This section identifies the situations, activities, or types of interactions that may negatively affect the person's motivation.

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General Characteristics Report

General Characteristics Report

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

Behavior in Conflict Situations

– This section lists the potential behaviors the person may use in conflict, and can be used to look at the effectiveness of these behaviors.

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General Characteristics Report

General Characteristics Report

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

Behavior in Conflict Situations

– This section lists the potential behaviors the person may use in conflict, and can be used to look at the effectiveness of these behaviors.

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The Continuum displays the respondent's potential range of intensity for each of the behaviors listed, and can be used as a structure for considering and discussing individual differences.

General Characteristics Report

General Characteristics Report

Behavioral Tendency Continuum

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

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The Continuum displays the respondent's potential range of intensity for each of the behaviors listed, and can be used as a structure for considering and discussing individual differences.

General Characteristics Report

General Characteristics Report

Behavioral Tendency Continuum

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

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The worksheets provide an opportunity to use knowledge about the respondent’s behavioral tendencies to determine which action strategies would be most effective.

General Characteristics Report

General Characteristics Report

Worksheets

Continuum

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

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The worksheets provide an opportunity to use knowledge about the respondent’s behavioral tendencies to determine which action strategies would be most effective.

General Characteristics Report

General Characteristics Report

Worksheets

Continuum

Tendencies

Behavioral Overview/Narrative

Graph

Behavioral Highlights

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Supplemental Reports

Supplemental Reports

• Strategies for Creating a Positive Relationship

• Relating to People and Environment• Strategies for Managing

• How this Person Tends to Manage

• Managing this Person in a Sales Environment

• Natural Approach to the Sales Process

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Supplemental Reports

This report describes how to create a positive relationship by using the most effective approaches based on the person’s behavioral style.

Strategies for Creating a Positive Relationship

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Supplemental Reports

Creating a Positive Climate This section provides

information about strategies that are likely to help create a beneficial work climate for this person.

Strategies for Creating a Positive Relationship

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Supplemental Reports

Creating a Positive Climate This section provides

information about strategies that are likely to help create a beneficial work climate for this person.

Strategies for Creating a Positive Relationship

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Supplemental Reports

How to Communicate This section describes

specific communication approaches that are most likely to be effective with this person.

Strategies for Creating a Positive Relationship

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Supplemental Reports

How to Communicate This section describes

specific communication approaches that are most likely to be effective with this person.

Strategies for Creating a Positive Relationship

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How to Compliment This section indicates

which compliments a person with this style is most likely to appreciate.

Supplemental Reports

How to Communicate This section describes

specific communication approaches that are most likely to be effective with this person.

Strategies for Creating a Positive Relationship

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How to Compliment This section indicates

which compliments a person with this style is most likely to appreciate.

Supplemental Reports

How to Communicate This section describes

specific communication approaches that are most likely to be effective with this person.

Strategies for Creating a Positive Relationship

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Supplemental Reports

How to Provide Feedback

Strategies for Creating a Positive Relationship

This section describes feedback the best feedback approach based on the person's behavioral style.

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Supplemental Reports

How to Provide Feedback

Strategies for Creating a Positive Relationship

This section describes feedback the best feedback approach based on the person's behavioral style.

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Supplemental Reports

How to Deal with This Person in Conflict

Strategies for Creating a Positive Relationship

This section lists the potential behaviors the person may use in conflict, and includes specific strategies for responding effectively.

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Supplemental Reports

How to Deal with This Person in Conflict

Strategies for Creating a Positive Relationship

This section lists the potential behaviors the person may use in conflict, and includes specific strategies for responding effectively.

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How to Deal with This

Person's Problem-solving Style.

Supplemental Reports

Strategies for Creating a Positive Relationship

This section describes how this person is likely to approach problem-solving, and includes specific strategies for dealing effectively with this problem-solving style.

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How to Deal with This

Person's Problem-solving Style.

Supplemental Reports

Strategies for Creating a Positive Relationship

This section describes how this person is likely to approach problem-solving, and includes specific strategies for dealing effectively with this problem-solving style.

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Supplemental Reports

How to Deal with This Person's Decision-making Style.

Strategies for Creating a Positive Relationship

This section describes this person’s likely approach to making decisions, and includes specific strategies for dealing effectively with this person’s decision-making style.

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Supplemental Reports

How to Deal with This Person's Decision-making Style.

Strategies for Creating a Positive Relationship

This section describes this person’s likely approach to making decisions, and includes specific strategies for dealing effectively with this person’s decision-making style.

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Supplemental Reports

Strategies for Creating a Positive Relationship

A special worksheet is provided for processing the information in this report.

Worksheet

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Supplemental Reports

Strategies for Creating a Positive Relationship

A special worksheet is provided for processing the information in this report.

Worksheet

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Relating to People and Environment

Supplemental Reports

This report describes how the person tends to relate to other people and environment based on his or her behavioral style.

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Relating to People and Environment

Supplemental Reports

This section describes how the person tends to communicate with others.

How the Person Tends to Communicate

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Relating to People and Environment

Supplemental Reports

This section describes how the person tends to communicate with others.

How the Person Tends to Communicate

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Supplemental Reports

Relating to People and Environment

This section describes how this person is likely to approach decision-making, and includes potential limitations or challenges.

How the Person Tends to Make Decisions

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Supplemental Reports

Relating to People and Environment

This section describes how this person is likely to approach decision-making, and includes potential limitations or challenges.

How the Person Tends to Make Decisions

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Supplemental Reports

Relating to People and Environment

This section describes how this person is likely to manage time, including possible limitations and challenges.

How the Person Tends to Manage Time

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Supplemental Reports

Relating to People and Environment

This section describes how this person is likely to manage time, including possible limitations and challenges.

How the Person Tends to Manage Time

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Supplemental Reports

Relating to People and Environment

This section describes how this person is likely to approach problem-solving, including possible limitations and challenges.

How the Person Tends to Solve Problems

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Supplemental Reports

Relating to People and Environment

This section describes how this person is likely to approach problem-solving, including possible limitations and challenges.

How the Person Tends to Solve Problems

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Supplemental Reports

Relating to People and Environment

This section describes how this person is likely to deal with stress, including possible limitations and challenges.

How the Person Tends to Handle Stress

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Supplemental Reports

Relating to People and Environment

This section describes how this person is likely to deal with stress, including possible limitations and challenges.

How the Person Tends to Handle Stress

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Supplemental Reports

Relating to People and Environment

A worksheet is provided for applying the behavioral information in this report.

Worksheet

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Supplemental Reports

Relating to People and Environment

A worksheet is provided for applying the behavioral information in this report.

Worksheet

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Strategies for Managing

Supplemental Reports

This report provides specific strategies for managing the person based on their behavioral style.

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This section describes the approaches for development that are most likely to be effective for this person.

Developing

Supplemental Reports

Strategies for Managing

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This section describes the approaches for development that are most likely to be effective for this person.

Developing

Supplemental Reports

Strategies for Managing

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This section describes the approaches for development that are most likely to be effective for this person.

Developing

This section describes the motivating strategies most likely to be effective with this person.

Motivating

Supplemental Reports

Strategies for Managing

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This section describes the approaches for development that are most likely to be effective for this person.

Developing

This section describes the motivating strategies most likely to be effective with this person.

Motivating

Supplemental Reports

Strategies for Managing

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Supplemental Reports

Describes the compliments that are most likely to be received positively by this person.

Complimenting

Strategies for Managing

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Supplemental Reports

Describes the compliments that are most likely to be received positively by this person.

Complimenting

Strategies for Managing

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Counseling Describes the counseling

strategies most likely to be effective with this person.

Supplemental Reports

Describes the compliments that are most likely to be received positively by this person.

Complimenting

Strategies for Managing

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Counseling Describes the counseling

strategies most likely to be effective with this person.

Supplemental Reports

Describes the compliments that are most likely to be received positively by this person.

Complimenting

Strategies for Managing

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Counseling Describes the counseling

strategies most likely to be effective with this person.

Describes the approaches to problem-solving that are most likely to be effective for this person.

Problem-Solving

Supplemental Reports

Describes the compliments that are most likely to be received positively by this person.

Complimenting

Strategies for Managing

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Counseling Describes the counseling

strategies most likely to be effective with this person.

Describes the approaches to problem-solving that are most likely to be effective for this person.

Problem-Solving

Supplemental Reports

Describes the compliments that are most likely to be received positively by this person.

Complimenting

Strategies for Managing

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Supplemental Reports

Describes the approach to delegating most likely to be effective with this person.

Delegating

Strategies for Managing

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Supplemental Reports

Describes the approach to delegating most likely to be effective with this person.

Delegating

Strategies for Managing

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Describes the correcting strategies most likely to be effective with this person.

Correcting

Supplemental Reports

Describes the approach to delegating most likely to be effective with this person.

Delegating

Strategies for Managing

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Describes the correcting strategies most likely to be effective with this person.

Correcting

Supplemental Reports

Describes the approach to delegating most likely to be effective with this person.

Delegating

Strategies for Managing

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Describes the correcting strategies most likely to be effective with this person.

Correcting

Describes the approaches to decision-making that are most likely to be effective with this person.

Decision-Making

Supplemental Reports

Describes the approach to delegating most likely to be effective with this person.

Delegating

Strategies for Managing

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Describes the correcting strategies most likely to be effective with this person.

Correcting

Describes the approaches to decision-making that are most likely to be effective with this person.

Decision-Making

Supplemental Reports

Describes the approach to delegating most likely to be effective with this person.

Delegating

Strategies for Managing

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Supplemental Reports

Describes the methods of communication most likely to be effective with this person.

Communicating  

Strategies for Managing

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Supplemental Reports

Describes the methods of communication most likely to be effective with this person.

Communicating  

Strategies for Managing

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Supplemental Reports

A worksheet is provided for processing the information in this report.

Worksheet

Strategies for Managing

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Supplemental Reports

A worksheet is provided for processing the information in this report.

Worksheet

Strategies for Managing

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Supplemental Reports

How this Person Tends to Manage

This report describes the actions most natural for the person to use in eight different management skills areas, based upon behavioral style.

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Supplemental Reports

This section describes how this person is most likely to communicate when managing others.

How this Person Tends to Manage

Communicating

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Supplemental Reports

This section describes how this person is most likely to communicate when managing others.

How this Person Tends to Manage

Communicating

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Delegating This section describes

how this person is likely to delegate when managing others.

Supplemental Reports

This section describes how this person is most likely to communicate when managing others.

How this Person Tends to Manage

Communicating

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Delegating This section describes

how this person is likely to delegate when managing others.

Supplemental Reports

This section describes how this person is most likely to communicate when managing others.

How this Person Tends to Manage

Communicating

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Directing People

Supplemental Reports

How this Person Tends to Manage

This section describes the behavior that this person is likely to use when directing the actions of others.

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This section describes the behavior that this person is likely to use when directing the actions of others.

Directing People

Supplemental Reports

How this Person Tends to Manage

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Developing People This section describes the

approach for developing others that this person is likely to use.

Directing People

Supplemental Reports

How this Person Tends to Manage

This section describes the behavior that this person is likely to use when directing the actions of others.

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This section describes the behavior that this person is likely to use when directing the actions of others. Developing People

This section describes the approach for developing others that this person is likely to use.

Directing People

Supplemental Reports

How this Person Tends to Manage

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Developing People This section describes the

approach for developing others that this person is likely to use.

This section describes how this person is likely to approach decisions when managing others.

Decision-Making

Supplemental Reports

How this Person Tends to Manage

Directing People This section describes the

behavior that this person is likely to use when directing the actions of others.

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Developing People This section describes the

approach for developing others that this person is likely to use.

Directing People This section describes the

behavior that this person is likely to use when directing the actions of others.

This section describes how this person is likely to approach decisions when managing others.

Decision-Making

Supplemental Reports

How this Person Tends to Manage

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Supplemental Reports

This section describes how this person is likely to handle time when managing others.

Managing Time

How this Person Tends to Manage

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Supplemental Reports

This section describes how this person is likely to handle time when managing others.

Managing Time

How this Person Tends to Manage

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Supplemental Reports

This section describes how this person is likely to handle time when managing others.

Managing Time

This section describes how this person is likely to solve problems when managing others.

Problem-Solving

How this Person Tends to Manage

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Supplemental Reports

This section describes how this person is likely to handle time when managing others.

Managing Time

This section describes how this person is likely to solve problems when managing others.

Problem-Solving

How this Person Tends to Manage

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Supplemental Reports

This section describes how this person is likely to approach motivating others.

How this Person Tends to Manage

Motivating Others

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Supplemental Reports

This section describes how this person is likely to approach motivating others.

How this Person Tends to Manage

Motivating Others

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Supplemental Reports

The worksheet helps determine how effective the person's natural approaches are when managing others and meeting the needs of his or her work environment.

How this Person Tends to Manage

Worksheet

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Supplemental Reports

The worksheet helps determine how effective the person's natural approaches are when managing others and meeting the needs of his or her work environment.

How this Person Tends to Manage

Worksheet

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Supplemental Reports

Managing the Person in a Sales Environment

This report provides specific strategies for managing the person in a sales environment, based on his or her behavioral style.

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Supplemental Reports

Managing the Person in a Sales Environment

This section describes development strategies that are most likely to be effective for this person.

Developing

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Supplemental Reports

Managing the Person in a Sales Environment

This section describes development strategies that are most likely to be effective for this person.

Developing

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This section describes the motivation strategies that are likely to be most effective with this person.

Motivating

Supplemental Reports

Managing the Person in a Sales Environment

This section describes development strategies that are most likely to be effective for this person.

Developing

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This section describes the motivation strategies that are likely to be most effective with this person.

Motivating

Supplemental Reports

Managing the Person in a Sales Environment

This section describes development strategies that are most likely to be effective for this person.

Developing

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Supplemental Reports

Managing the Person in a Sales Environment

This section describes the type of recognition that is likely to be most meaningful to this person.

Giving Recognition

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Supplemental Reports

Managing the Person in a Sales Environment

This section describes the type of recognition that is likely to be most meaningful to this person.

Giving Recognition

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This section describes the coaching and counseling approaches that are most likely to be effective with this person.

Coaching/Counseling

Supplemental Reports

Managing the Person in a Sales Environment

This section describes the type of recognition that is likely to be most meaningful to this person.

Giving Recognition

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This section describes the coaching and counseling approaches that are most likely to be effective with this person.

Coaching/Counseling

Supplemental Reports

Managing the Person in a Sales Environment

This section describes the type of recognition that is likely to be most meaningful to this person.

Giving Recognition

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Supplemental Reports

Managing the Person in a Sales Environment

This section describes the most effective

communication approaches with this person.

Communicating

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Supplemental Reports

Managing the Person in a Sales Environment

This section describes the most effective

communication approaches with this person.

Communicating

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This section describes the approaches to problem-solving that are most likely to be effective with this person.

Problem-Solving

Supplemental Reports

Managing the Person in a Sales Environment

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This section describes the approaches to problem-solving that are most likely to be effective with this person.

Problem-Solving

Supplemental Reports

Managing the Person in a Sales Environment

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This section describes the approaches to problem-solving that are most likely to be effective with this person.

Problem-Solving

Supplemental Reports

Managing the Person in a Sales Environment

This section describes the best delegation approaches for this person.

Delegating

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This section describes the approaches to problem-solving that are most likely to be effective with this person.

Problem-Solving

Supplemental Reports

Managing the Person in a Sales Environment

This section describes the best delegation for approaches this person.

Delegating

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Supplemental Reports

Managing the Person in a Sales Environment

This section describes the most effective approaches to decision-making for this person.

Decision-Making

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Supplemental Reports

Managing the Person in a Sales Environment

This section describes the most effective approaches to decision-making for this person.

Decision-Making

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Supplemental Reports

Managing the Person in a Sales Environment

The worksheet helps process the information in this section and translate it into an action plan.

Worksheet

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Supplemental Reports

Managing the Person in a Sales Environment

The worksheet helps process the information in this section and translate it into an action plan.

Worksheet

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Supplemental Reports

Natural Approach to the

Sales Process This report describes how the person would approach seven essential steps in the sales process based on his or her natural behavioral tendencies.

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Supplemental Reports

Planning This section describes

the person's preferred approach to planning sales calls.

Natural Approach to the

Sales Process

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Supplemental Reports

Planning This section describes

the person's preferred approach to planning sales calls.

Natural Approach to the

Sales Process

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Supplemental Reports

This section describes the person's preferred approach to opening sales calls.

Opening the Call

Natural Approach to the

Sales Process

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Supplemental Reports

This section describes the person's preferred approach to opening sales calls.

Opening the Call

Natural Approach to the

Sales Process

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This section describes the person's preferred approach to interviewing customers.

Interviewing

Supplemental Reports

This section describes the person's preferred approach to opening sales calls.

Opening the Call

Natural Approach to the

Sales Process

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This section describes the person's preferred approach to interviewing customers.

Interviewing

Supplemental Reports

This section describes the person's preferred approach to opening sales calls.

Opening the Call

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This section describes the person's preferred approach to presenting information.

Presenting

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This section describes the person's preferred approach to presenting information.

Presenting

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This section describes the person's preferred approach to presenting information.

Presenting

This section describes the person's preferred approach for responding to customer concerns.

Responding to Concerns

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This section describes the person's preferred approach to presenting information.

Presenting

This section describes the person's preferred approach for responding to customer concerns.

Responding to Concerns

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This section describes the person's preferred approach to getting the customer to commit.

Gaining Commitment

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This section describes the person's preferred approach to getting the customer to commit.

Gaining Commitment

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This section describes the person's preferred approach to follow-up and service.

Servicing

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This section describes the person's preferred approach to follow-up and service.

Servicing

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This worksheet is designed to develop an action plan for improving sales performance in each of the seven steps of the sales process.

Worksheet

Natural Approach to the

Sales Process

Order from The TEAM Approach800/864-4911

Supplemental Reports

This worksheet is designed to develop an action plan for improving sales performance in each of the seven steps of the sales process.

Worksheet

Natural Approach to the

Sales Process

Marston's DiSC® Model

DiSC PPSS EPIC Report

Supplemental Reports

• Strategies for Creating a Positive Relationship

• Relating to People and Environment

• Strategies for Managing

• How this Person Tends to Manage

• Managing this Person in a Sales Environment

• Natural Approach to the Sales Process

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