Читать книгу Media Selling - Warner Charles Dudley - Страница 142

People who have strong internal motivation and drive for mastery are high achievers. Research has identified some common characteristics of high achievers:

1 They set goals and objectives.

2 They enjoy solving problems.

3 They take calculated risks.

4 They like immediate feedback on their performance.

5 They take personal responsibility for achieving their goals and objectives.

Looking at these characteristics, we can see that insight and solution selling is an ideal occupation for high achievers, who are more likely to satisfy their needs in sales jobs because of the nature of the tasks required in sales, especially in media sales. Selling requires a continual goal‐setting process. High achievers like selling and are motivated by it because it gives them the opportunity to use their self‐motivation to work to its peak while satisfying their needs to solve problems, help their customers, take risks, and receive immediate performance feedback.