3391_adaptiveselling_net-1

3391_adaptiveselling_net-1 - “Just the facts ma’am.”...

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Adaptive Selling for Relationship Building
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Types of Sales Presentations Standard memorized presentation Outlined presentation Customized presentation
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Social Styles Assertiveness Task oriented Competitive Rapid movers Quick decision makers Initiative takers Time sensitive Responsiveness Friendly Talkative Approachable Less time-sensitive Slower decision makers Sensitive
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Analyticals Industrious Persistent Serious Orderly Drivers Determined Demanding Decisive Efficient Amiables Supportive Respectful Willing Personable Expressives Personable Stimulating Enthusiastic Dramatic High Responsiveness Low Responsiveness High Assertiveness Low Assertiveness
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Analyticals Interested in: Decisions: Sell with: Background:
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Unformatted text preview: “Just the facts ma’am.” Analyticals • Attire: • Office: • Activities: • Examples: Cues Drivers • Interested in: • Decisions: • Sell with: • Background: “Do it my way, now!” Drivers • Attire: • Office: • Activities: • Examples: Cues Amiables • Interested in: • Decisions: • Sell with: • Background: “ I love you, you love me. ” Amiables • Attire: • Office: • Activities: • Examples: Cues Expressives • Interested in: • Decisions: • Sell with: • Background: “What’s in it for me? Who can help?” Expressives • Attire: • Office: • Activities: • Examples: Cues...
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This note was uploaded on 09/16/2011 for the course MAR 3391 taught by Professor Garcia,s during the Summer '08 term at University of Central Florida.

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3391_adaptiveselling_net-1 - “Just the facts ma’am.”...

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