The investigation we are presenting was made by P4S’s partner Fernando Pedro Novais, Professor and Investigator Anastassios Perdicoulis (UTAD, FEUP and Oxford, UK) and Cristina Alves (UTAD) between September 2015 and July 2016.
The main goal was to create a sales optimized model, by applying MBTI®. For that, in the model development was included a company that was going through a transformation process from telecommunication to IT field.
In order to achieve more efficiency, it was decided to:
- Capacitate its sales force to work with client profiles
- Create a prototype sales procedure with the help of MBTI®;
- Diversify sales introducing IT services.
It was created a quick diagnostics to identify client profiles, by applying MBTI® to optimize sales model.
We want to invite you to read the study with more detail for you to understand how MBTI® is a powerful tool for Sales field in an organization.
Applying The MBTI in a Sales Optimization Model
