3391_adaptiveselling_net-1

3391_adaptiveselling_net-1 - Just the facts maam....

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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 maam. 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: Whats in it for me? Who can help? Expressives Attire: Office: Activities: Examples: Cues...
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3391_adaptiveselling_net-1 - Just the facts maam....

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