CHEVRON — Behavioral Styles

Video portfolio sample. This is a sample of a corporate-industrial training video written and directed in 1986 by John-Michael Battaglia for his client, Chevron, to teach Chevron sales representatives how to size up prospects when they call upon potential customers at their place of business.

At that time, Chevron trained its sales reps to approach people using a strategy called "Non-Manipulative Selling." Originally inspired by psychologist Carl Jung, whose insight into the nature of humanity revealed that a person's character type is determined by a unique blending of four basic perceptual functions —sensing, thinking, feeling, and intuiting— this sales-oriented strategy is based upon the work of Anthony Alessandra, who adapted Jung's insights for a business world application by classifying people into one of four behavioral styles: complacent amiables; dominant drivers; stable analytics; egocentric expressives.

Since an approach which succeeds with one character type will turn another personality style completely off, Chevron wanted to teach its sales reps the value of being able to immediately recognize the behavioral style of a prospect and to tailor their approach to that personality style accordingly. This video portrays each of the four different characters delivering a short monologue to the CAMERA, using dialogue and mannerisms that illustrate one of the four behavioral styles.

Chevron retains the copyright to this video production: the writer-director was granted the customary artist's right to show his portfolio copy to prospective clients and employers as a work sample. This digitization of the original video production is merely being hosted on Google's servers so that the digital file may be linked to his portfolio web site at www.galileoii.com in order to provide new, potential clients with a cost-effective opportunity to view this video as a sample of his work. No other use is intended or authorized.

John-Michael Battaglia
Writer-Director: John-Michael Battaglia
Producer: Dave Corley

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Entertainment

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