Accredited Wealth Management Advisor Practice Exam

What differentiates financial salespeople from financial planners based on the Big Five personality traits?

1. There is very little difference in agreeableness rankings.

2. Salespeople ranked higher in openness.

3. Salespeople ranked higher in agreeableness.

4. Salespeople ranked higher in extraversion.

The correct answer is: Salespeople ranked higher in extraversion.

The distinction between financial salespeople and financial planners, when viewed through the lens of the Big Five personality traits, highlights the significance of extraversion. Financial salespeople typically exhibit higher levels of extraversion, which correlates with traits such as sociability, enthusiasm, and a propensity to engage actively with clients. This outgoing nature is often essential in sales roles, where establishing rapport and maintaining strong interpersonal relationships play a crucial role in generating and closing sales. In contrast, financial planners may not emphasize extraversion as much since their roles often focus on detailed analysis, client needs assessments, and strategic planning. While they certainly possess interpersonal skills, their work may not require the same level of social engagement and dynamic interaction as that of a salesperson. By understanding the personality traits that differentiate these two professional identities, one can better appreciate the strengths and approaches that each role brings to the financial services industry.