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Although the framework can support topics across marketing education, the paper concentrates on improving closing skills for sales students. By integrating The Four Tendencies, students tailor closing techniques to match buyer tendencies. Results from implementation in a Foundations of Professional Selling curriculum indicate gains in learners’ skill sets and confidence for the most challenging step: closing the sale.",{"@graph":69,"@context":122},[70,84,105],{"@type":71,"itemListElement":72},"BreadcrumbList",[73,77,79,82],{"item":74,"name":75,"@type":76,"position":8},"https://docshare.wps.com","Home","ListItem",{"item":78,"name":9,"@type":76,"position":14},"https://docshare.wps.com/document/",{"item":80,"name":20,"@type":76,"position":81},"https://docshare.wps.com/document/exam/",3,{"item":83,"name":65,"@type":76,"position":19},"https://docshare.wps.com/document/one-size-does-not-fit-all-enhancing-sales-role-plays-with-the-four-tendencies/579544/",{"url":83,"name":65,"@type":85,"image":86,"author":91,"headline":65,"publisher":94,"fileFormat":97,"inLanguage":63,"description":67,"dateModified":98,"datePublished":99,"encodingFormat":97,"isAccessibleForFree":100,"interactionStatistic":101},"DigitalDocument",{"url":87,"@type":88,"width":89,"height":90},"https://docshare.wps.com/thumbnails/one-size-does-not-fit-all-enhancing-sales-role-plays-with-the-four-tendencies/579544.png","ImageObject",300,407,{"name":92,"@type":93},"Oliver","Person",{"url":74,"name":95,"@type":96},"DocShare","Organization","application/pdf","2026-11-09","2026-10-15",true,{"@type":102,"interactionType":103,"userInteractionCount":81},"InteractionCounter",{"@type":104},"ViewAction",{"@type":106,"mainEntity":107},"FAQPage",[108,114,118],{"name":109,"@type":110,"acceptedAnswer":111},"What is the Four Tendencies framework used for in this paper?","Question",{"text":112,"@type":113},"It is introduced as a personality framework to help sales students understand how buyers respond to inner and outer expectations, then adapt closing techniques accordingly.","Answer",{"name":115,"@type":110,"acceptedAnswer":116},"Why does the paper focus on closing skills in sales education?",{"text":117,"@type":113},"It targets the final step of the selling process, which students often find the most stressful, because “making an ask” can be intimidating and embarrassing.",{"name":119,"@type":110,"acceptedAnswer":120},"What outcomes are reported from using The Four Tendencies in the curriculum?",{"text":121,"@type":113},"Including The Four Tendencies in a Foundations of Professional Selling course appears to enhance learners’ skill sets and confidence in closing the sale.","https://schema.org",{"og:url":83,"og:type":124,"og:title":65,"og:site_name":95,"og:description":67},"article",{"robots":126,"canonical":83},"index,follow",{"doc_id":128,"site_id":62},579544,1792489207,{"code":4,"msg":5,"data":131},{"doc_id":128,"user_id":132,"nickname":92,"user_avatar":133,"doc_module":4,"category_id":19,"category_name":20,"doc_title":65,"doc_description":67,"doc_content":134,"file_id":135,"file_url":136,"file_type":137,"file_size":138,"view_count":81,"is_deleted":4,"is_public":8,"is_downloadable":8,"audit_status":8,"page_count":139,"language":140,"language_code":63,"site_id":62,"html_lang":63,"table_of_contents":141,"faqs":142,"seo_title":143,"seo_description":67,"update_tm":144,"read_time":145,"preview_page_count":4},8796095461610,"https://ap-avatar.wpscdn.com/davatar_276721f389ce27ea32af1340a28f341c","One size does not fit all:  \nenhancing sales role plays with The Four Tendencies  \nAndrew Pueschel  \nOhio University  \nRebecca Dingus  \nOhio University  \nJessica Babin Weeks  \nOhio University  \nRyan Johnson Ohio University  \nSarah Rist Ohio Unive~~rsity           ~~   \nABSTRACT    \nThe Four Tendencies p~~ersonality framework, as devel~~ope~~d by~~ Gretchen Rubin, allows insight into one’s typical resp~~onses to both inner expectatio~~ns (e.g., a personal goal like a New Year’s Resolution) and outer e~~xpectations (e.g., a request~~ from a classmate or coworker) . While the Four Tendencies could be a~~pplied to many concepts ~~within the marketing curriculum, including increasing team cohe~~sion in any teamwork-ba~~sed assignments, this paper focuses on away to enhance closing skills fo~~r sales students. By inc~~orporating The Four Tendencies framework, sales students can tail~~or their sales closing~~ techniques to properly fit the tendencies of their buyers. Results from im~~plementing The Four~~ Tendencies in a Foundations of Professional Selling curriculu~~m does appear to en~~hance learners’ skillsets and confidence in the final, and often most challe~~nging, step     ~~of~~   the s~~elling process – closing the sale.  \nKeywords: marketing ed~~ucation~~,~~ ~~sales closing techniques, The Four Tendencies, personality framework, pedagogy   \nCopyright statement: Authors retain the copyright to the manuscripts published in AABRI journals. Please see the AABRI Copyright Policy at [http://www.aabri.com/copyright.html](http://www.aabri.com/copyright.html)  \nOne size, Page 1  \nJournal of Instructional Pedagogies Volume 30  \nINTRODUCTION  \nThe curricula of most marketing and sales programs include a substantial amount of professional development topics and self-assessments to help students better understand themselves, be more marketable to employers, and have a smoother transition from student to professional. These professional development topics include LinkedIn projects (Peterson & Dover, 2014), networking projects (Black, Milovic, & Dingus, 2023), and completing industry certifications (Cowley, Humphrey, & Muñoz, 2021). A recent paper even suggested teaching students about ad agency best practices as a way of teaching time management skills (Watson, 2023) . On the self-awareness side, marketing students often engage in self-assessments (e.g., Myers-Briggs, True Colors) to help them understand their own personality as well as the personalities and behaviors of those around them.  \nLITERATURE REVIEW  \nIn most introductory level sales classes, students complete a social styles assessment (Castleberry & Tanner, 2014) that is used as a basis for discussion about their own interactions as well as how a prospective buyer may interact with them. Social styles are considered when building rapport, designing questions, and developing a persuasive sales presentation. However, when challenged with applying the sales curriculum, students often view the final step of closing the sale as the most stress-inducing portion of the process. The actual act of “making an ask” of the buyer can be both intimidating and embarrassing for the seller. The authors are not aware of any pedagogical literature focused on helping students make the ask and close the sale, either. So, what are students to do? What are future sales professionals to do? How do they make an askin a way that the buyer will want to fulfill? A recent shift in sales education is that, rather than teaching students how to sell, instructors are showing students how to teach their prospects to buy (Authority Magazine, 2020) . With this, sellers must know how to effectively set expectations with their buyer and what type of expectations will motivate them to action. To aid this challenge, this paper introduces Gretchen Rubin’s Four Tendencies Framework (2017) into sales pedagogy. While the Four Tendencies could be applied to many concepts within the marketing curriculum, this is the firs","cbCainQ5p0BLziLV","https://ap.wps.com/l/cbCainQ5p0BLziLV","pdf",310252,11,"English","# Introduction\n# Literature Review\n# The Four Tendencies","[{\"question\":\"What is the Four Tendencies framework used for in this paper?\",\"answer\":\"It is introduced as a personality framework to help sales students understand how buyers respond to inner and outer expectations, then adapt closing techniques accordingly.\"},{\"question\":\"Why does the paper focus on closing skills in sales education?\",\"answer\":\"It targets the final step of the selling process, which students often find the most stressful, because “making an ask” can be intimidating and embarrassing.\"},{\"question\":\"What outcomes are reported from using The Four Tendencies in the curriculum?\",\"answer\":\"Including The Four Tendencies in a Foundations of Professional Selling course appears to enhance learners’ skill sets and confidence in closing the sale.\"}]","One size does not fit all - enhancing sales role plays with The Four Tendencies | PDF",1792035839,28]