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15 Cards in this Set
- Front
- Back
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Adaptive Selling
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Reacting to different sales situations by changing sales behaviors.
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Amiables
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Low on assertiveness and high on responsiveness. Close relationships and cooperation are important to them.
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Analyticals
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Low on assertiveness and low on responsiveness. They like facts, principles, and logic.
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Assertiveness
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The degree to which people have opinions about issues and publicly make their positions clear to others.
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Customized Presentation
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Written and/or oral presentation based on a detailed analysis of the customer's needs.
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Diagnostic Feedback
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Provides information about what you're doing right and wrong, instead of just whether you made a sale or not. "Let's talk about why you didn't achieve your goals."
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Driver
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High on assertiveness and low on responsiveness. the slogan of these task oriented people might be "Let's get it done now, and get it done my way."
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Expert System
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Computer program that mimics a human expert. The program contains the knowledge, rules, and decision processes employed by experts and then uses these elements to solve problems, suggest strategies, and provide advice similar to that of an expert.
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Expressives
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High on assertiveness and high on responsiveness. Warm, approachable, intuitive, and competitive, they view power and politics as important factors in their quest for personal rewards and recognition.
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Outlined Presentation
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A prearranged presentation that usually includes a standard introduction, standard answers to common objections raised by customers, and a standard method for getting the customer to place an order.
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Performance Feedback
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Feedback regarding information on numbers versus suggestions. "Did you achieve the goals you set for this call?"
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Responsiveness
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Based on how emotional people tend to get in social situations. They people readily express joy, anger, and sorrow.
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Social Style Matrix
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A popular training program that companies use to help salespeople adapt their communication styles.
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Standard Memorized Presentation
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Also called a canned presentation, is a completely scripted sales talk. The salesperson presents the same selling points in the same order to all customers.
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Versatility
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The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party.
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