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15 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Adaptive Selling
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An individual’s selling behavior differs during a sales interaction and customer interactions to accommodate the client’s needs.
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To adapt
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Amiable
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It is a category in the social style matrix describing people who like cooperation and close relationships. They are low on assertiveness and high on responsiveness.
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*category in the social style matrix
*friendly |
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Analytical
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It is a category in the social style matrix that describes people who analyze facts and logic. They are low in assertiveness and responsiveness.
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*category in the social style matix
*Analysis |
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Assertiveness
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A category in the social style matrix in which people have opinions on problems and make it clear to others.
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*Category in the social style matrix
*Confident; not agressive |
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Responsiveness
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A category in the social style matrix in which a person reacts emotionally during social situations.
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*category in the social style matrix
*reacting quickly |
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Diagnostic Feedback
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Information to a sales person based on how they are doing performance wise.
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*Final grade
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Driver
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A category in the social style matrix describing people who are high on assertiveness and low on responsiveness.
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*category in the social style matrix
*qualities of confidence |
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Expert System
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A computer program that mimics a human expert.
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*human do computer do
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Expressive
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A category in the social style matrix describing people who are competitive and approachable, being high on assertiveness and responsiveness.
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*category in the social style matrix
*agressive/react quickly |
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Outlined Presentation
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A consistent presentation outlining important sales points. It often includes the steps needed to determine the client’s needs and building generosity at the end of the sale.
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*CONSISTENT KEY POINTS
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Performance Feedback
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A type of feedback sales people get on their performance during a sales call.
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*progress report
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Customized Presentation
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A presentation made based on a client’s particular needs.
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*specific needs
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Social Style Matrix
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A method used to grouping customers based on their preferred use of communication. The two groups are Assertiveness and Responsiveness.
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*grouping
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Standard Memorized Presentation
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A prepared sales story including all the key selling points in and effective order, and is also called a canned sales presentation.
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*Charateristics of a STORY
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Versatility
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A characteristic in the Social style matrix in people who increase productivity of social relationships by adjusting to needs of others.
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*Social style matrix characteristic
*adapt |
