Role play the situation that is playing out in Clark Hughley’s office. Begin with
the usual greeting and approach that might typify a long-standing relationship
and proceed to the point where Hughley begins asking questions about Dorval’s
plans. Demonstrate how you would handle this situation in an ethical and
professional manner.
Upon completion of the role play, address the following questions:
(a) Develop a list of five different ways that Jerry might handle this situation.
Which one do you believe is the best option? Explain why you feel your choice
is better than one of the other four options not selected.
(b) If you were Jerry, what would you do if Hughley continued to ask for
information about Dorval? What if he hinted that your business with Forrestor
might be in jeopardy if you did not come through with the desired information
about Dorval?
7. Personality traits and temperament have been found to be important predictors of
individuals’ preferences and behaviors. One of the well-researched personality and
temperament assessment scales has been made available for individuals to use as an
online assessment of their own personality. This same Web site offers a large
amount of information explaining the different categories of personality and temperament
and how each category can predict certain tendencies in likes and dislikes,
communication, and interpersonal behaviors.
Go to the Web site: http://www.keirsey.com. Click on ‘‘Take the Keirsey
Sorter.’’ After reading the explanatory information, scroll down and click on
‘‘Take the Sorter.’’ Complete the self-assessment and get your free individual temperament
description. Return to the main ‘‘keirsey.com’’ page. Click on some of
the icons found on this page and read about the different temperament styles and
how they can predict an individual’s behaviors.
(a) What are the different temperament styles identified by the Keirsey Sorter?
What are key characteristics of each style?
(b) What was your indicated temperament category? How well do you feel it
depicts the image you have of yourself ? Why?
(c) Compare and contrast the Keirsey temperament styles with the communication
style categories studied in the text.
(d) Having identified your temperament category, what implications might it
have for you as a salesperson dealing with other people? What about working
with people that are in different categories than you?