The sale force's diagnosis:

  

 

We put together in one room sales person. They are under the supervision of a sale coordinator during 4 hours, and an analyst.
The organization of these groups wants to exploit the four mind's functions with the use of projective techniques.

  
 

 

The organization of these groups wants to exploit the four mind's functions with the use of projective techniques.

  
   
 

 

The motivation of the sale force by the achievement of a sale's indication.

During the second phase, that is to say the real motivation and the achievement of the sale's indication, the basis technique employed is the same, but it is necessary to motivate the all sale force. It is also obvious that the marketing department gives an outline for the instruction.

At the end of these groups of motivation, the sale's instruction is built by collecting the arguments mentioned by the sale force itself.

  
 

 

The profound aspect

(which we are not conscious spontaneously, but which determines our predisposition face to a product or a service)

  

The conscious aspect but not confessed.

The thing that we will not tell about during a survey, but that we are also conscious (sexe, money, politic, religion, etc…)

 

The confessed aspect.

The thing that we will tell with no doubt to our interviewer, but maybe it will just be a "façade"