Think about a situation in which a salesperson under promised and over delivered. How
did your perception of the salesperson and the company change because of your
To be honest, I seldom see this happen in the U.S., so I will go with an experi
Consider the Social Style Matrix. How might this affect your selling technique? Where do you
see yourself on this matrix?
Well I see myself bounce between an Analytical, a Driver (I am a get to the point person), with a
small hint of Expressive. To say th
Why are company values and personal values important? Explain with an example.
Company values are import because they are the heart of your companies culture. It sets the
stranded of what type of people you want to work for you. What people
Describe some ways to make your communication more effective
Listening - Well I could make my communication more effective by listening more. I noticed with
myself I tend to do what the chapter said and listen faster than the other person can talk and I t
Discuss the implications of Maslows hierarchy of needs for selling.
When applying the Hierarchy of needs in selling, one would first want to talk to the customer and
determine the customers needs, wants, emotions, and motivations at the time and then try