Agenda

2. Agenda Marston's DiSC® Model Click on any link to the left to go directly to that portion of the self-paced tutorial or follow the instructions below. DiSC PPSS EPIC Report General Characteristics Report Supplemental Reports • Strategies for Creating a Positive Relationship Push Page Down, the Down Arrow key, or your left mouse button to advance through the presentation. This presentation includes several animations that you can control via any of the methods above. If you miss an animation, click Page Up or the Up Arrow key. To exit the presentation hit the ESC key at any time. • 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

3. Marston’s Model Environment Perceives environment as • Favorable • Unfavorable Self Perceives self as • More powerful than the environment • Less powerful than the environment

4. Marston’s Model: Environment i D Perceives an Unfavorable Environment Perceives a Favorable Environment C S

5. Marston’s Model: Self Perceives Self as More Powerful than the Environment i D C S Perceives Self as Less Powerful than the Environment

6. Marston’s Model: Integrated Perceives Self as More Powerful than the Environment D i Perceives an Unfavorable Environment Perceives a Favorable Environment C S Perceives Self as Less Powerful than the Environment

7. Marston’s Model: Integrated

8. High D • Sees an unfavorable environment that they want to overcome • Tries to change, fix, or control things

9. High i • Sees a favorable environment in which they can influence others • Tries to persuade, promote, or influence others

10. High S • Sees a favorable environment that they want to maintain • Tries to be cooperative, supportive, and agreeable while keeping things stable

11. 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

12. DiSC®PPSS • DiSC®PPSS helps individuals and teams improve their effectiveness in a wide range of business applications, including • Sales • Management • Customer service

13. General Characteristics Report General Characteristics Report Behavioral Highlights • Highlights several potential strengths

14. General Characteristics Report General Characteristics Report Behavioral Highlights Graph • This graph displays the intensity of the four behavioral dimensions, D, i, S,and C, that make up the person’s profile pattern.

15. General Characteristics Report General Characteristics Report Behavioral Highlights Graph • This graph displays the intensity of the four behavioral dimensions, D, i, S,and C, that make up the person’s profile pattern.

16. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview • The overview is a narrative description of the person's behavioral style

17. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview • The overview is a narrative description of the person's behavioral style

18. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Motivating Factors • This section lists those factors that are most likely to motivate the person.

19. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Motivating Factors • This section lists those factors that are most likely to motivate the person.

20. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Preferred Environment • This section describes a person's preferences for his or her work environment.

21. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Preferred Environment • This section describes a person's preferences for his or her work environment.

22. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Tends to Avoid • This section details the situations or activities that this person may tend to avoid.

23. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Tends to Avoid • This section details the situations or activities that this person may tend to avoid.

24. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Strategies for Increased Effectiveness • This section provides a list of possible action strategies for making the person more effective.

25. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Strategies for Increased Effectiveness • This section provides a list of possible action strategies for making the person more effective.

26. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Demotivating Factors • This section identifies the situations, activities, or types of interactions that may negatively affect the person's motivation.

27. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • Demotivating Factors • This section identifies the situations, activities, or types of interactions that may negatively affect the person's motivation.

28. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • 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.

29. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies • 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.

30. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies Behavioral Tendency Continuum • 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.

31. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies Behavioral Tendency Continuum • 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.

32. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies Continuum Worksheets • The worksheets provide an opportunity to use knowledge about the respondent’s behavioral tendencies to determine which action strategies would be most effective.

33. General Characteristics Report General Characteristics Report Behavioral Highlights Graph Behavioral Overview/Narrative Tendencies Continuum Worksheets • The worksheets provide an opportunity to use knowledge about the respondent’s behavioral tendencies to determine which action strategies would be most effective.

34. 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

35. Supplemental Reports Strategies for Creating a Positive Relationship This report describes how to create a positive relationship by using the most effective approaches based on the person’s behavioral style.

36. Supplemental Reports Strategies for Creating a Positive Relationship Creating a Positive Climate • This section provides information about strategies that are likely to help create a beneficial work climate for this person.

37. Supplemental Reports Strategies for Creating a Positive Relationship Creating a Positive Climate • This section provides information about strategies that are likely to help create a beneficial work climate for this person.

38. Supplemental Reports Strategies for Creating a Positive Relationship How to Communicate • This section describes specific communication approaches that are most likely to be effective with this person.

39. Supplemental Reports Strategies for Creating a Positive Relationship How to Communicate • This section describes specific communication approaches that are most likely to be effective with this person.

40. Supplemental Reports How to Compliment • This section indicates which compliments a person with this style is most likely to appreciate. Strategies for Creating a Positive Relationship How to Communicate • This section describes specific communication approaches that are most likely to be effective with this person.

41. Supplemental Reports How to Compliment • This section indicates which compliments a person with this style is most likely to appreciate. Strategies for Creating a Positive Relationship How to Communicate • This section describes specific communication approaches that are most likely to be effective with this person.

42. Supplemental Reports Strategies for Creating a Positive Relationship How to Provide Feedback • This section describes feedback the best feedback approach based on the person's behavioral style.

43. Supplemental Reports Strategies for Creating a Positive Relationship How to Provide Feedback • This section describes feedback the best feedback approach based on the person's behavioral style.

44. Supplemental Reports Strategies for Creating a Positive Relationship How to Deal with This Person in Conflict • This section lists the potential behaviors the person may use in conflict, and includes specific strategies for responding effectively.

45. Supplemental Reports Strategies for Creating a Positive Relationship How to Deal with This Person in Conflict • This section lists the potential behaviors the person may use in conflict, and includes specific strategies for responding effectively.

46. Supplemental Reports Strategies for Creating a Positive Relationship How to Deal with ThisPerson's Problem-solving Style. • This section describes how this person is likely to approach problem-solving, and includes specific strategies for dealing effectively with this problem-solving style.

47. Supplemental Reports Strategies for Creating a Positive Relationship How to Deal with ThisPerson's Problem-solving Style. • This section describes how this person is likely to approach problem-solving, and includes specific strategies for dealing effectively with this problem-solving style.

48. Supplemental Reports Strategies for Creating a Positive Relationship How to Deal with ThisPerson's Decision-making Style. • 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.

49. Supplemental Reports Strategies for Creating a Positive Relationship How to Deal with ThisPerson's Decision-making Style. • 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.

50. Supplemental Reports Strategies for Creating a Positive Relationship Worksheet • A special worksheet is provided for processing the information in this report.