1. PERSONALITY DEVELOPMENT & ETHICS
CHRISTIAN ETHICS I
Presented by:
Howard F. Faigao, Director
Publishing Ministries Department
General Conference of SDA

2. OBJECTIVES AND EXPECTED RESULTS
The LE student will know the four aspects of Personality.
The LE student will fully understand how to develop these aspects of his/her personality in order to be an efficient missionary-salesman.
The LE student will be acquainted with some important and relevant Christian social graces and etiquette.
The LE student will understand the right behavior and conduct (ethics) in relations to his/her work environment, organizations, leaders, and fellow workers.

3. PERSONALITY DEVELOPMENT AND ETHICS
OUTLINE
ASPECTS OF
PERSONALITY
Physical
Intellectual
Emotional
Social
LE MORALE AND ETHICS
A. Essence of Biblical Ethics
B. The LE’s Morale
C. LE’s Ethics

4. LE – A VEHICLE OF HOPE
“The canvassing work is God’s means of reaching many that would not otherwise be impressed with the truth. The work is a good one, the object high and elevating; and, there should be a corresponding dignity of deportment.
The canvasser will meet men of varied minds. He will meet those who are ignorant and debased…He will meet those who are bereaved, disheartened and sore and wounded in spirit…

5. LE – A VEHICLE OF HOPE
….He will have many opportunities of speaking to these (people) with kind words and words of courage, hope and faith. He (the LE) may be a wellspring to refresh others if he will; but, in order to do this, he must himself draw from the Fountain of Living Truth” (Testimonies, vol. 5, p 405).

6. ASPECTS OF PERSONALITY
Personality is the sum total of a person. It embraces the four aspects of his being…
PHYSICAL
INTELLECTUAL
EMOTIONAL
SOCIAL

7. PHYSICAL
Of the four aspects of personality, the Physical is the only one which is clearly visible and distinctive to human beings. It covers three areas:
Physical Well-Being
Personal Appearance
Proper Attire

8. PHYSICAL PHYSICAL WELL-BEING
Selling demands mental alertness and physical stamina. In order to perform well, you must be well.
A. Budget your time to allow for adequate rest.
B. Develop a regular exercise program.
C. Drink plenty of water every day (8 glasses).
D. Eat properly and on time

9. PHYSICAL PERSONAL APPEARANCE
If you come to your door selling books, would you let yourself come in? This can’t happen, of course, but how do you look? Like a successful Literature Evangelist or a rundown salesperson?

10. PHYSICAL PERSONAL APPEARANCE
LEs must present himself favorably to the prospect. In this way, he can talk to his prospect at ease and not feel ignored.
1. Dress neatly and appropriately
2. Appear physically clean and fresh.
3. Practice correct position while sitting or standing.
4. Have your briefcase, books, prospectus, receipts, etc. always neat and clean.

11. PHYSICAL III. PROPER ATTIRE
Clothes make an impression that is either favorable or unfavorable. You will never have a second chance to make a first impression so do it right the first time by dressing neatly and appropriately.

12. PHYSICAL III. PROPER ATTIRE
“Untidiness in dress brings reproach against the truth we profess to believe” (CM P. 65).

13. THE INTELLECTUAL ASPECT…
Differentiate man from animals
Enables man to make decisions
Is the channel through which God communicates
Is the center of man’s meaningful living

14. INTELLECTUAL COUNSELS FROM THE PROPHET… A. INTELLECTUAL GROWTH
“. . . The canvasser should not rest satisfied unless he is constantly improving.... He should give the Lord a chance to work with his efforts and impress the mind. . .”
(Testimonies Vol. 5, p. 396).

15. INTELLECTUAL B. COMPLETE KNOWLEDGE OF THE BOOK YOU SELL
“Canvassers should thoroughly acquaint themselves with the book they are handling and be able to readily to call attention to the important chapters”
(Testimonies, vol. 6, p. 338).

16. INTELLECTUAL C. HEAVENLY WISDOM
“Let canvassers be faithful students, learning how to make their work successful and while thus employed, let them keep their eyes and ears and understanding open to receive wisdom from God…”
(Testimonies, vol. 6, p. 340).

17. INTELLECTUAL D. CONSTANTLY IMPROVING
“The follower of Jesus should be constantly improving in manners, in habits, in spirit, in labor. This is done by keeping the eye, not on mere outward, superficial attainments but on Jesus… The Christian is educated in the school of Christ to cherish the graces of His Spirit in all meekness and lowliness. He is fitting for the society of heavenly angels” (GW, p. 283).

18. EMOTIONAL 5 GOODWILL BUILDERS
FACIAL EXPRESSION Smile and the world smiles with you; cry and you cry alone.
FRIENDLY VOICE Simply smile when you talk and your voice will smile too.
INTEREST IN THE CUSTOMER Make the prospect feel important.

19. EMOTIONAL 5 GOODWILL BUILDERS ENTHUSIASM
It is very contagious. The formula is simple: “LOVE YOUR WORK”
SINCERETIY
Webster says it is honesty, genuines and good faith. Customers have a sharp ear tuned to false tones of insincere presentations.

20. EMOTIONAL TYPES OF TEMPERAMENTS Sanguine Melancholic Phlegmatic
Choleric

21. SANGUINE EMOTIONAL STRENGTHS Warm and lively Charismatic
Talkative - never a loss for words
Carefree - never worries about the past
Great story teller
Lives in the present
Conversation has an infectious quality
Unusual capacity for enjoyment

22. SANGUINE EMOTIONAL WEAKNESSES Cries easily Emotionally unpredictable
Restless
Spontaneous Anger
Exaggerates the truth
Appear phony
Lacks self control
Emotional decisions; impulsive buyer
Naive and childlike
Comes on too strong

23. SANGUINE GREATEST NEEDS To be more reliable and dependable
To develop a greater self-disciplined life
To cultivate genuine humility
To Think before speaking

24. MELANCHOLIC EMOTIONAL STRENGTHS 1. Loves music and art
2. Rich, sensitive nature
3. Analytical ability
4. Emotionally responsive
5. Deep & reflective thinker

25. MELANCHOLIC EMOTIONAL WEAKNESSES Moody and gloomy
Pessimistic; frequently looks on negative side
Experiences Depression often
Proud
Likes to suffer; martyr
Hypochondriac
Introspective to the point of being harmful

26. MELANCHOLIC GREATEST NEED To overcome critical spirit
To be delivered from self-absorption
To become occupied in loving service for others, thus forgetting self
To develop a thanksgiving spirit
To live a balanced life that includes adequate rest, exercise, and a good diet
To consistently send time in study, meditation, and prayer

27. CHOLERIC EMOTIONAL STRENGTHS Confident and strong to make decisions
Strong-willed & self-determined
Optimistic
Self-Sufficient
Fearless & Bold

28. CHOLERIC EMOTIONAL WEAKNESSES Anger problem may become violent
Insensitive to needs of others
Highly opinionated
Unsympathetic and harsh
Unemotional and cold
Impetuous
Disgusted by tears
Little appreciation for aesthetics

29. CHOLERIC GREATEST NEED To become sensitive to the needs of others
To develop inner strength and beauty by quiet hours and spend time reading the Bible and praying
To confess angry spirit and seek forgiveness from God and others
To be more communicative about ideas and plans with colleagues and companions

30. PHLEGMATIC EMOTIONAL STRENGTHS Calm and dependable
Good-natured & easy to get along with
Cheerful and pleasant even if doesn’t have much to say
Kind-hearted
Peace-loving

31. PHLEGMATIC EMOTIONAL WEAKNESSES Lacks confidence in self
Pessimistic and fearful
Worrier
Rarely laughs aloud
Passive & indifferent
Compromising
Self-righteous

32. PHLEGMATIC GREATEST NEED To overcome passivity and become involved
To learn to give of self to others
To recognize fearfulness as a problem and learn to trust God with concerns.

33. SOCIAL
“If we would humble ourselves before God and be kind and courteous, and tenderhearted and pitiful, there would be one hundred conversions to the truth where now there is only one” (Testimonies, p. 190).

34. Courtesy and Humility
“Courtesy does not require additional time. It is merely a pleasant attitude of heart which helps to sweeten life as we travel along day after day” (Walter Macpeek).

35. Courtesy and Humility
Courtesy is a manifestation of consideration for others.
A person can never be courteous unless he is humble, for it takes a great measure of humility to be courteous, to regard others first.
People will recognize Christians only if Christ shines in their lives.

36. Courtesy and Humility GOLDEN RULE
“WHATSOEVER YE WOULD THAT MEN SHOULD DO TO YOU, DO YE EVEN SO TO THEM” (see Mat. 7:12)
“Love must dwell in the heart. Love imparts to its possessor grace, propriety and comeliness of deportment. It illuminates the countenance and subdue the voices. It refines and elevates the whole being” (Help in Daily Living, pp. 22, 23).

37. COURTESY Courtesy on the telephone 1. Do not shout at the operator
2. Do not bang down the receiver
Courtesy in riding a taxi or car
1. Man opens the door for the lady
2. Picking up a friend in a private car- if a man, he sits at the front; if a couple, they take the back seat.

38. COURTESY IN INTRODUCTION
In introducing family members, use the name not the family name.
Wrong: “This is my husband, Mr. Paulino.”
Right: “This is my husband, Eddie.”
Wrong: “This is my daughter, Miss Paulino.”
Right: “This is my daughter, Eva.”

39. COURTESY IN INTRODUCTION
Do not try to impress one with the importance of another.
Wrong: “Mr. Lee, this is Mr. Lim. He has just won the national tennis tournament in Hong Kong.”
Right: “Mr. Lee, this is Mr. Lim from Hong kong.”

40. COURTESY IN INTRODUCTION
Avoid introductions that imply command.
Wrong: “Mr. Santiago, shake hands with Mr. Peter.”
Right: “Mr. Santiago, this is Mr. Peter.”

41. RELEVANT TIPS ON ETIQUETTE
(The instructor is encourage to explain according to local cultural practices.)
When walking on the street
In boarding a bus or taxi
In attending church services
When going up a stairway
In handshake
In making appointments
When crossing the street or in danger
When a stranger comes to your office
When the guest enters the meeting room

42. DON’TS ON ETIQUETTE
A gentleman must never ask a lady what she likes for a present.
Women must bend their knees when picking up something.
It is unethical to ask how much someone else’s salary
It is unethical to clean the ear or nose in public. If you must scratch your nose, use a handkerchief.

43. DON’TS ON ETIQUETTE
Avoid the conspicuous habit of laughing boisterously, talking loudly and mentioning names loudly.
Do not stare or point at people.
Avoid personal remarks that may attract attention.
Don’t express your private affairs in public.

44. LE Morale and Ethics The Essence of Christian Ethics
Literature Evangelists’ Morale
Literature Evangelists’ Ethics

45. The Essence of Christian Ethics
OLD TESTAMENT – BIBLE
The Ten Commandments written by God Himself
– Show our obligations to God
5-10 – Relationship to our fellowmen
Children towards parents
The sanctity of life
Home and family
Sanctity of truth and property

46. The Essence of Christian Ethics
NEW TESTAMENT – BIBLE
Jesus reaffirmed the Ten Commandments by preaching the Sermon on the Mount.
Christ pronounced 8 blessed virtues (read)
Christians should be salt and light of the world
We must not judge others.
Christ-like behavior – “Wherefore by their fruits ye shall know them.”

47. Feelings And Interests
LE Morale
Feelings And Interests
The LE should always seek partnership with Christ in his daily ministry.
The LE should ask with Paul: “Lord, what wilt Thou have me to do?”
Should work for the glory of God – never his own.
Should seek for continuous improvement through Christ.

48. Developing Self-Confidence
LE Morale
Developing Self-Confidence
“The canvasser should not rest satisfied unless he is constantly improving. He should make thorough preparation but should not be content with a set form of words; he should give the Lord a chance to work with his efforts and impress his mind. The love of Jesus abiding in his heart will enable him to devise means to gain access to individuals and families” (5T 396 (CM 55).

49. Literature Evangelists’ ETHICS
LE AND HIS EMPLOYING ORGANIZATION
Loyalty, Support, and Commitment to the ministry must characterize the relationship of the LE and his organization.
“Let not the men that God has called to do gospel work become entangled with business perplexities” (Colporteur Ministry, p. 23).

50. Literature Evangelists’ ETHICS
LE AND LEADERSHIP/COMMITTEE
Ethics require that workers (LEs) recognize and respect the authority of leaders and governing committees.
The LE must be willing to accept counsel and guidance from his leaders and accept decisions of committees as well.
He must be considerate with those who carry the burdens of leadership and administration.
He must avoid destructive criticism.

51. Literature Evangelists’ ETHICS
LE AND CHURCH STANDARDS
Literature Evangelists must exemplify in their lives the teachings and standards of the church in their attire, behavior, lifestyle, speech, and others.

52. Literature Evangelists’ ETHICS
LE AND HIS FELLOW WORKERS
Treat your colleagues in the group and your leaders with respect, consideration and affection. The LE who honors his companions honors his own ministry.
Speak Well of Others.
“Cultivate the habit of speaking well of others. Dwell upon the good qualities of those with whom you associate and see as little as possible of their errors and failings” (Gospel Workers, p. 479:1).
Follow the Golden Rule.

53. Literature Evangelists’ ETHICS
LE AND HIS CUSTOMERS
Be honest in all transactions
Be a Christian salesman. Perhaps the LE will be the first and last SDA Christian that the prospect will meet.
Remember - “…Not alone from the pulpit are the hearts of men touched by divine truth. There is another field of labor, humbler it maybe, but fully as promising. It is found in the home of the lowly and in the mansion of the great” (DA p. 152).

54. Literature Evangelists’ ETHICS
LE AND HIS HOME
The LE must live out in his home what he preaches to and shares with his costumers.
His home must be a model one.
His conduct must be such that his spouse and children will trust and choose him as spiritual counselor.
His family should maintain in the home high standards in eating and drinking, in dress and deportment, and in everything related to recreation, including the use of television.
Temperance should be apparent.

55. Literature Evangelists’ ETHICS
LE AND OTHER RELIGIOUS ORGANIZATIONS
Let it be your interest to let the “silent messengers” come into their homes.
Talk about something that will open the heart.
“…You will be careful not to arouse a combative spirit or excite prejudice by introducing controverted points of doctrine. You will find enough talk about that will not excite opposition but that will open the heart to desire a deeper knowledge of God’s Word” (CM, p. 43).
Let the priests and pastors of other denominations help you in effectively approaching their church members through endorsement and testimonials.

56. Literature Evangelists’ ETHICS
LE AND THE GOVERNMENT
Faithfulness in paying tax
“Render unto Caesar the things that are Caesar’s and unto God the things that are God’s” (Mark 12:17).
The LE must be a good and law-abiding citizen

57. Literature Evangelists’ ETHICS
IMPELLING MOTIVE
The impelling motive in the application of Christian Ethics must be:
“FOR THE LOVE OF CHRIST
CONSTRAINETH ME.”

58. THE END