Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
20 Cards in this Set
- Front
- Back
|
Social Style Matrix
|
Analytical, Amiable, Driver, Expressive
|
|
|
Achievement awards on wall
Office is work-oriented, showing much activity Conservative dress Likes solitary activities (e.g., reading, individual sports) |
Analytical
|
|
|
Office has friendly, open atmosphere
Pictures of family displayed Personal mementos on the wall Desk placed for open contact with people Casual or flamboyant dress Likes solitary activities (e.g., reading, individual sports) |
Amiable
|
|
|
Motivational slogan on the wall
Office has friendly, open atmosphere Cluttered, unorganized desk Desk placed for open contact with people Casual or flamboyant dress Likes group activities (e.g., politics, team sports) |
expressive
|
|
|
Achievement awards on the wall
No posters or slogans on office walls Calendar prominently displayed Furniture placed so contact with people is across the desk Conservative dress Likes group activities (e.g., politics, team sports) |
Driver
|
|
|
Atmosphere: Open, honest
Interview Pace: Deliberate Information provided: Evidence of salesperson’s expertise in solving problems |
Analytical
|
|
|
Atmosphere: Businesslike
Interview Pace: Deliberate Information provided: Evidence that salesperson is trustworthy, friendly |
Amiable
|
|
|
Atmosphere: Open, friendly
Interview Pace: Quick Information provided: What salesperson thinks; whom s/he knows |
Expressive
|
|
|
Atmosphere: Businesslike
Interview Pace: Quick Information provided: Salesperson’s qualifications; value of product |
Driver
|
|
|
Salesperson should provide: Evidence that salesperson has analyzed the situation
Presentation of benefits: How product can solve the problem |
Analytical
|
|
|
Salesperson should provide: Evidence that salesperson is trustworthy, friendly
Presentation of benefits: Why product is best to solve problem |
Amiable
|
|
|
Salesperson should provide: Recognition and approval
Presentation of benefits: Who has used this product |
Expressive
|
|
|
Salesperson should provide: Documented evidence, stress results
Presentation of benefits: What product can do |
Driver
|
|
|
Assistance to aid decision-making: Guarantees and assurances
|
Amiable
|
|
|
Assistance to aid decision-making: Testimonials
|
Expressive
|
|
|
Assistance to aid decision-making: Explanation of options and probabilities
|
Driver
|
|
|
Strengths: Industrious, persistent, serious, exacting, orderly.
Weaknesses: Critical, indecisive, stuffy, picky, moralistic |
Analytical
|
|
|
Strengths: Supportive, respectful, willing, dependable, agreeable
Weaknesses: Conforming, unsure, pliable, dependent, awkward |
Amiable
|
|
|
Strengths: Enthusiastic, ambitious, stimulating, dramatic, friendly
Weaknesses: Manipulative, undisciplined, egotistical, excitable, reacting |
Expressive
|
|
|
Strengths: Strong-willed, independent, practical, decisive, efficient
Weaknesses: Pushy, severe, tough, dominating, harsh |
Driver
|
