Change the Way you Persuade

A detailed Summary of Change the Way you Persuade


In the article titled "Change the way you persuade" Mary Flood, the executive VP of sales

and marketing has the task of convincing MaxPro's CEO George Nolan to restructure her

operations to become more customer oriented. MaxPro is a leading manufacture of office

equipment. Her main goal is to form major account teams for the company's largest accounts

(the article suggests clients with $50 million revenue). The biggest problem for Mary is to figure

out how to sell her idea to Nolan, and to figure out which of the 5 types of decision making

The article discusses five different types of personalities; charismatic, thinkers, skeptics,

followers, and controllers. The first type, charismatics are the type of decision makers that work

smoothly and operate business in leadership style manner. They are very personable with traits

like, dominant, talkative, enthusiastic, captivating, and persistent. The way to approach a


dilemmas. Utilizing past research would be the largest tool one could use with these people.

being demanding, disruptive, disagreeable, rebellious, and even antisocial at times. These types

these types of people is to retrieve as much information as possible and present it in a

the MaxPro company. The solution that Mary gives for the company to be more customer

This will make the client on a more name to face basis than just an account number. I believe

comprehensive manner. These people are not easily persuaded and do not usually like taking

Fourth, we have the followers. These people make up for most of the executive



Some common words found in the essay are:
Michael Dell, George Nolan, Nolan MaxPro, Mary Flood, , george nolan, customer service oriented, company customer service, types people, service oriented, charismatic thinkers, customer service, sell idea, mary flood, company customer,

Approximate Word count = 654
Approximate Pages = 3 (250 words per page double spaced)

Category: Novels

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