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Ch_5_PP_5th_Edition

Ch_5_PP_5th_Edition - CHAPTER5 Learning Objectives...

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1 Learning Objectives: Recognize the different behavioral styles. Identify your own dominant social style. Learn how to deal with people who operate from each of the various styles. Understand the concept of versatility and how it affects your ability to relate to all social styles. Become familiar with gender issues in selling. Discover how neurolinguistic programming can be useful to salespeople. Finding Your Selling Style CHAPTER 5 CHAPTER 5
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2 A Difference in Social Style Failure to understand social styles can cause lost sales, frustration, resentment, or firing Understanding styles leads to better communication Style analysis was started by Carl Jung and modified by others
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3 The Social Styles Model Basic Concepts Primary style : a person’s favorite style Back up style : used sometimes (especially under stress) Clues to style : manner of speech, use of time, gestures used We respond to a style similar to our own Behavioral Styles in Selling Know your style well Style reflects surface behavior. It is not an in- depth personality analysis
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4 Analytical “How” Driver “What” Amiable “Why” Expressive “Who” D C B A 1 2 3 4 Nonassertive (Asking) Nonresponsive (Controlled) Responsive (Emotional) Assertive (Telling) Inquisitive; slow- acting; low risk taker; non-verbal; cooperative The Social Styles Profile Wants facts and figures; precise about time; task- oriented; objective and reserved Fast; active; high risk taker; verbal; directive; competitive Expressive about feelings; wants feelings and emotions; imprecise about time; people oriented; subjective
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5 Recognizing Social Styles 1. Drivers - High assertiveness and low responsiveness. Control specialists 2. Expressives - High assertiveness and high responsiveness. Social specialists 3. Amiables - Low assertiveness and high responsiveness.
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