PS_Ch05 - Dimensions of Social Styles Responsiveness Low...

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Adaptive Selling Chapter 5
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Types of Sales Presentations Standard Memorized  (Canned) Outlined ( must anticipate customer ) Customized ( extensive analysis and prep )
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Communication Style Individual differences exist and are important Individual style differences tend to be stable There is a finite number of styles Everyone makes judgments about people based on  communication styles
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Style Survey
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Dimensions of Social Styles: Assertiveness Low Assertiveness “ask” oriented Go-along attitude Cooperative Supportive Risk avoider Leans backwards Indirect eye contact Speaks slowly, softly Expresses moderate opinions High Assertiveness “tell” oriented Take-charge attitude Competitive Directive Risk taker Leans forward Direct eye contact Speaks quickly, intensely Expresses strong opinion
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Unformatted text preview: Dimensions of Social Styles: Responsiveness Low Responsiveness Controls emotions Cool, aloof Talk oriented Uses facts Serious Impersonal, businesslike Moves stiffly Seldom gestures Formal dress Disciplined about time High Responsiveness Shows emotions Warm, approachable People oriented Uses opinions Playful Personal, friendly Moves freely Gestures frequently Informal dress Undisciplined about time Style Matrix Low Responsiveness Low Responsiveness High Responsiveness High Responsiveness Low Assertiveness H i g h A s e r t v n Analytical Analytical Expressive Expressive Driver Driver Amiable Amiable 6-8 Office Cues for Recognizing Social Styles McGraw-Hill/Irwin...
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This note was uploaded on 01/19/2012 for the course MKTG 4410 taught by Professor Michaelserkedakis during the Spring '12 term at Kennesaw.

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PS_Ch05 - Dimensions of Social Styles Responsiveness Low...

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