Mache, Chuck - Four Kinds Of Sales People

The Structure of Concern Project compares many theoretical models from many disciplines to the Adizes PAEI model, arguing that they must all be reflecting the same underlying phenomenon. One concern structure model is described below.

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In his consulting practice and his book The Four Kinds of Sales People: How and Why They Excel - And How You Can Too, Chuck Mache (2007) defines a concern structure pattern for selling styles, as follows:
P – Performer
A – Professional
E – Searcher
I – Caretaker

Bibliography

1. Mache, C. (2007). The Four Kinds of Sales People: How and Why They Excel - And How You Can Too. Hoboken: John Wiley and Sons.