Personal Profile Cosmin Marinof

CONFIDENTIAL
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Psychological Profile
Cosmin Marinof
Sales Manager
RESULT DEVELOPMENT
JULY 2013

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Content
____________________________________________________________________
Cosmin Marinof, Sales Manager
PERSONAL PROFILE
I. PERSONAL RESOURCES............................................................................................ 3
PERSONAL DESCRIPTION ............................................................................................ 3
II. BEHAVIOURAL PROFILE – behavioral trends ......................................................... 4
BEHAVIOURAL PROFILE – behavioral trends .............................................................. 5
INTEGRITY....................................................................................................................... 5
ASSERTIVINESS.............................................................................................................. 6
DYNAMISM...................................................................................................................... 7
TEAM WORK ................................................................................................................... 8
Communication Abilities ................................................................................................... 9
Change abilities.................................................................................................................. 9
III. LEADERSHIP PROFILE .......................................................................................... 10
IV. SALES PROFILE ...................................................................................................... 11
Sales thinking ................................................................................................................... 11
Negotiation abilities ......................................................................................................... 11
V. POTENTIAL ISSUES................................................................................................. 12
VI. RECOMMENDATIONS........................................................................................... 12
Annex 1 - Team’s perspective on Cosmin Marinof ............................................................. 13

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PERSONAL PROFILE COSMIN MARINOF
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I. PERSONAL RESOURCES
PERSONAL DESCRIPTION
Cosmin Marinof is an innovative, a creative leader which acts through his capacity to make
fast and final decisions. He proves a lot of imagination and creativity in the activities he
performs. He adopts an innovative lifestyle and proves perspicacity in the creation of new
ideas, new products, and new forms of interaction with others.
He is oriented toward interpersonal relations, and his assessments and decisions have a
reasoning strongly influenced by his own perception. His values are personal, not traditional
or conventional.
He feels fulfilled and tends to achieve his potential to the highest degree. He is a person
inclined toward adventure, restless, focused on finding pleasure in all that he does.
He is very active in his relations with others and identifies easily the defects and even the
absurdities though which a lot of things are being accomplished.
He is a sociable, optimist and socially competent person. He enjoys finding himself in novel
situations and to meet new persons.
He is independent, competitive, and ambitious and he wants to obtain his successes rapidly.
He has a great variety of interests and he wants a prosperous lifestyle. He enjoys being
responsible, self confident, persuasive, task-oriented, dominant.
He has a pleasant presence and understands easily others’ feelings and needs. He knows how
to listen. He seeks attention and social recognition and he enjoys the situations in which he
has an audience.
He is spontaneous, versatile, hard to confuse.
He is reliant and self confident, he represents himself with conviction. He expresses when
speaking a high sense of his personal value. He is large-minded and, generally, is reasonable,
respectful toward others’ rights and convictions, impartial.
He is a cheerful person, content with the life situations with whom he is confronted. He feels
as having a good physical and emotional health.
He is strongly motivated for special achievements in a clearly defined and structured frame.
He is goals-oriented and has the necessary attainments for achieving an efficient work. He
prefers to get involved in activities which allow the initiative and independent thinking. He is
suitable and efficient in establishing objectives.
He is thorough and takes his responsibilities very seriously. He is perseverant and he is an
achiever. He doesn’t like to work in the traces.
He tends to see himself as a complicated person, humorous, spontaneous, not at all
conservative, nor conventional or obeying the rules and regulations. He tends to be seen by
others as versatile, frank, impulsive and wise in his area of expertise, not at all methodical,
conventional, conservative nor shy.

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He is efficient from the intellectual point of view. He thinks quickly and he is
comfortable and confident in treating intellectual issues. He thinks before launching an action.
He has the analytic psychological insight on people and their motivation and he forms easily
opinions on them. He likes change and acts as an agent of change.
II. BEHAVIOURAL PROFILE – behavioral trends
Cosmin Marinof
Behavioral Trends
Legend:
20-35% very small
35-50% small
50-70% average
70-85% high
85-100% very high
Behavioral Description
Cosmin Marinof shows integrity and doesn’t compromise from his own principles and
values. He manifests emotional stability, a positive attitude, self esteem and constant
behavior.
Most of the time, he proves a high level of activism, energy, perseverance,
involvement in the work and result-orientation.
He feels frequently good within the team and has the capacity to develop mature
relations, based on cooperation and on others’ needs understanding.

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BEHAVIOURAL PROFILE – behavioral trends
Cosmin Marinof
INTEGRITY
Legend:
20-35% very small
35-50% small
50-70% average
70-85% high
85-100% very high
Integrity
Cosmin acts in a correct and honest way, even in a context in which there are no clear sets of rules.
In most situations, he adopts an impartial, objective, without bias behavior focused on the discovery of the truth.
He respects the existing rules regarding his personal principles.
Often, he acts (in the organizational frame) without following exclusively to obtain some material advantages or
the satisfaction of personal interests.

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Cosmin Marinof
ASSERTIVINESS
Legend:
20-35% very small
35-50% small
50-70% average
70-85% high
85-100% very high
Assertiveness
Cosmin maintains a constant behavior, even if in stressful and tensed situations.
Most of the time, he adopts a constructive and positive attitude.
He often manages in an efficient and adequate manner his tensions, frustrations and
impulse.
He proves assertiveness in his behavior - generally he states his own rights, opinions
and needs provided that he admits and respects others’ rights, opinions and needs.

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Cosmin Marinof
DYNAMISM
Legend:
20-35% very small
35-50% small
50-70% average
70-85% high
85-100% very high
Dynamism
Cosmin is an active, energetic person with the power to act and the will to make
known the actions for achieving the tasks and objectives.
He presents a lot of initiative and is oriented to the discovery and exploitation of the
opportunities.
His degree of involvement varies depending on the nature of the activity or the
situational background.
In most cases, he focuses on obtaining results in the activity.
Most of the time, he proves perseverance in activity and relations and he isn’t
discouraged by obstacles and difficulties.

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Cosmin Marinof
TEAM WORK
Legend:
20-35% very small
35-50% small
50-70% average
70-85% high
85-100% very high
Team work
Cosmin considers that in certain situations individual results are more valuable than
those obtained when in team.
Generally, he understands other’s needs and feelings and he can easily imagine
himself in their position.
He is a person who establishes and develops quality relations with others, based on
authentic communication and respect.
He enjoys being part of a group and to identify with their needs.
Generally, he understands and accepts others’ need of interdependence as being
necessary in order to obtain team results.

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Communication Abilities
Cosmin is a communicative and efficient person in relations. He has a dynamic and
structured verbal message. He speaks fluently and has a clear, modulated voice. He uses a
common language and has a nonverbal dynamic behavior.
He enjoys relating with others. He has good aptitudes of communication both in
emitting messages and in their reception. He has a good capacity to understand and to talk.
His attitude toward communication can be poorly, expressing dependant on the
situation and partners. For that reason it is possible that he wrongly takes a stand in the
communication process which may lead to misunderstandings.
Cosmin trusts the others and has a good potential in favor of an open and honest
communication. He has a good capacity to identify the qualities of his interlocutor and he
emphasizes the development of a long-term relationship with him.
Cosmin has the tendency to be a good listener but not always he is really one.
Sometimes he gets easily bored in the discussions he has and he may have difficulties in
understanding the message that was transmitted to him. He doesn’t like to pretend in the
relations with the others.
In most of cases, Cosmin proves initiative and resonance in the relations with the
others, but sometimes he may be disinterested and distant. It is possible that the positioning is
inadequate.
Change abilities
Cosmin has the potential and necessary resources in order to generate the change. He
acts frequently as an agent of change being an optimistic person, involved, with an optimist
thinking and a large horizon of expectation.
He has very good abilities to consolidate and implement change being efficient and
practical in relating with others. Usually, he is the one who puts things into motion having the
capacity to make up novel situations. He can be considered as an ideologist, theoretician of
change.
Cosmin has a great availability to adapt to new situations, being strongly focused on
the research of novelty and on personal and professional achievement.
He proves perfectionism, persistency in solving issues, even if he is not successful.
Sometime he may have difficulties in passing on until he hasn’t finalized the launched
activity.
Cosmin has the capacity to understand very well the needs of the team, to involve,
promote and train the team in various common tasks. He is a team player, flexible and well
adapted. He plays frequently the role of coordinator in the management of change.

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Cosmin has a high degree of autonomy and the feeling of belonging to the
organization in which he carries out his professional activity. He is a carrier of good practices,
organizational models and values.
He has intrinsic motivation for change and he feels comfortable face with situations of
changed background.
III. LEADERSHIP PROFILE
Leadership potential
He manages efficiently the persons, he trusts and he is efficient while explaining his
decisions. He is focused on results and has a good, sound judgment.
He has good leadership abilities and enjoys holding management positions. He is a
leader full of vitality and force, which manages efficiently stress and pressure.
He manifests a powerful fighting spirit, being preoccupied by the will to win. He
created frequently efficient offensive strategies.
He is work-oriented and trustworthy in achieving tasks. He endeavors to work in a
team and strives to understand and be understood by the colleagues.
He likes what is new and different and thinks in non conventional ways. He enjoys to
feel “outside the box” and to maintain a rapid personal tempo.
He manifests an optimistic mood of activity, health and efficiency.
In his role as leader, it is highly likely to approach the alignment of the employees in a
manipulative manner (from an emotional point of view), starting with what the want to obtain.
On long-term, this trend can be risky, as the authentic and sustainable consensus starts firstly
from sharing a common valuable and principle frame.
Managerial Thinking
As manager, Cosmin is focused on results and considers performance in a practical,
objective and sustainable manner.
From the managerial point of view, Cosmin focuses on obtaining a performance on
medium and long-term. This managerial behavior is based on people’s development and
concern toward results.
The strong focus on results might have a negative influence on assets’ evaluation and
individual resources of the colleagues from his team. Also, the resolute focus on results
implies an anchorage in finding present solutions, in innovations and problem solving and a
weaker future-orientation. For that reason, it is possible that some of Cosmin’s decisions are
corresponding to the present situation, but not to take into account their long-term impact.

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Being focused on action, Cosmin manifests a greater preference for constructing and
implementing plans of achieving the strategies rather than constructing and establishing the
long-term objectives. Meanwhile, his innovation and change abilities the highly competitive
spirit may constitute the adequate resources in order to imagine various future scenarios of
evolution.
IV. SALES PROFILE
Sales thinking
Cosmin proves a mature and consistent thinking in sales.
In his role of sales consultant, he is customer-oriented and toward the understanding of
their needs and expectations.
He addresses frontal the sales process and is focused on finalizing, closing sales in the
shortest time possible.
He presents solid motives and manages carefully the customer’s objections. In most
cases, he builds an authentic emotional alliance with the customer and meets him with
innovative solutions adequate for his needs.
He makes development plans of long-term relations with customers and invests
massively in finding new opportunities.
Negotiation abilities
Cosmin considers negotiations as opportunity of establish new relations of
collaboration and to make in the same time a good business.
He is a mature negotiator, which adopts frequently a principled style. He has good
abilities to involve the other party in identifying some equitable solutions.
Usually he prepares before a negotiation and establishes clear objectives. It is possible
that the preparation to aim only his objectives, being very competitive, and lesser the
understanding of the perspectives brought by the negotiation’s partner.
The attitude toward negotiation is influenced by the personal perceptions and it is
possible to generate positioning errors. In same situations, probably those who determine a
personal involvement, it is possible to enter in scenarios lose – lose.
From an emotional perspective, he has difficulties to prevent and manage the conflicts.

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V. POTENTIAL ISSUES
Cosmin is skeptical, with the tendency rather to reject than to accept the rules and
traditional values. He likes to take risks and tends to be non-conformist. In most cases he
shows himself in front of others as pessimist and unsatisfied.
He is strongly action-oriented, stubborn and can be aggressive, insensitive to others’
feelings. Sometimes he may be considered as rebel and selfish.
In certain situations, he may be destructive, intolerant with others and indulgent with
himself. He doesn’t accept easily the rules and social conventions. He doubts authority and
tends to blame the others when things go wrong. He is easily to annoy or irritate.
He is willing to take risks, has feelings and strong emotions, he speaks very clear
when mad or angry, and can be reckless.
Because he has many unusual answers and his personal preferences and ideas differ
from the ones of others, he may reply negligently to questions.
Also, as he has a strong feeling of overconfidence and he is very inventive, he keeps a
certain distance between himself and the others.
Although he has a good intuition on persons, he doesn’t manifest always warmly and
sympathetic.
VI. RECOMMENDATIONS
The synthesis of our recommendations for Cosmin aims the following three directions:
 The exploitation of relating and emotional intelligence potential, through improving
the attitude toward communication (correct positioning toward the others),
recognizing, acknowledgment and control of emotions, and through the attention to
formulate the verbal message and non-verbal expression;
 The exploitation of leadership potential by creating a consensus starting from vision
and values, through intellectual stimulation and personal consideration of team
members and through the attention for the communication manner (positioning,
reaction, language);
 The exploitation of sales potential, referring to the negotiation part – the psychological
approach of negotiation (the play of negotiation positions) and development of
abilities to prevent and manage the conflicts.

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Annex 1 - Team’s perspective on Cosmin Marinof
1. Exploitation of team potential by the Sales Manager:
Cosmin Marinof – the team perspective
very high high neither
small nor
high
small very small
2. Exploitation of team initiatives by the Sales Manager:
My initiatives and opinions are taken into consideration by the manager of the sales
team to an extent:
small nor
high
small very small

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3. Encouragement and support given to the team by the Sales Manager:
The manager of the sales team encourages and supports me to develop in an extent:
very high high neither small nor
high
small very small
4. Open and honest communication with the Sales Manager:
I can always go and discuss openly and honestly with the manager of the Sales team:
Total agreement Partial
agreement
Not sure Partial
disagreement
Total disagreement

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5. Weekly praise by the Sales Manager:
During the last week I have been praised for what I have accomplished by the manager
of the Sales Team:
Total agreement Partial
agreement
Not sure Partial
disagreement
Total disagreement
6. Personal Consideration awarded by the Sales Manager:
It seems that the Sales Manager cares about me to some extent:
small nor
high
small very small

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7. The Sales Manager’ style of decision-making:
How do you evaluate the Sales Manager’ style of decision-making?
Authoritarian Participative Laissez-faire
8. The Sales Manager’s performance evaluation
At which level do you evaluate the Sales manager’s performance:
100% -
extremely high
95% -
very high
90% - high 85% - average 80% -
small
75% - very
small
under 75% -
extremely small

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9. The Sales Manager’s resources and assets:
The resources and assets from the managerial point of view
Vision
Results-oriented
Perspicacity
Entrepreneur
Managerial Abilities
Delegation
Objectivity
Financial thinking
Accuracy
Good coordinator
Strategic thinking
Leader
Transparency
Creativity
Engaged in ongoing training
Multitasking Abilities
Focuses on personal assets in order to develop the team
Direct person
The decisions taken are at a network level and not at a level of …
He conveys a great passion for what he does and he is a…
He encourages ideas and initiatives
Adept of ongoing training
He protects the team
Organisation and perseverance
He offers solutions and new ideas
He offers and inspires trust in achieving the objectives
Participative
Synthetic analysis

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10. The Sales Manager’s Aspects to be improved:
The Sales Manager’s Aspects to be improved from the managerial point of view
Communication
Encouragement and support of subordinates
Greater knowledge of needs
Finding Solutions in Interdepartmental
Organisation
Greater Patience in certain situations
Trust in the team
Tasks with deadline
Time allocated for discussions
Empathy
Mitigation of impulsive behavior
Stimulation without stress
Positive motivation
Diplomacy
Punctuality
Language used in negative feedback
Greater attention to details

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11. The Sales Manager’s behavioral changes:
Which are the changes from the managerial point of view in the behavior of the
Sales Manager in the past six months?
He listens more to the employees
He gets involved in company’s promotion
He works more on the field
He uses the strengths in order to reach the company’s
objectives
He identifies the strengths of the team
Less accessible
No change
He doesn’t intervene so often in my actions and my
subordinates’ actions
More enthusiastic
Mitigation of pressure and stress level
He offers positive feedback
Positive attitude
Punctuality
More attentive reflection on the needs
Increased attention for excellence services
He wants to change things that are not functioning
properly
He proposes new development ideas
He doesn’t get that angry (or he controls himself)

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Other aspects expressed by the sales team:
 Professional, I have learnt only good things that helped me in my development at the
workplace, including the development of the company;
 He offers me support outside working hours;
 I believe that teambuilding actions would help, by reinforcing the team;
 I believe that he is a very good sales person and everybody has something to learn
from him. Personally, I have “stolen” a lot of things from him and I am using them in
my activity;
 Starting with the moment I have come in the business I have worked alongside
Cosmin; he is the one who helps me grow each day a little more;
 I trust the managerial abilities of Cosmin and I wish to contribute too at the
strengthening of a successful team.

Personal Profile Cosmin Marinof

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