The Versatile Salesperson: Selling the Way Your Customer Wants to BuyISBN: 978-0-471-50379-8
Paperback
216 pages
January 1991
 This is a Print-on-Demand title. It will be printed specifically to fill your order. Please allow an additional 10-15 days delivery time. The book is not returnable.
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Versatility: The Key to Competence in Selling.
Behavior: The Key to Social Styles.
The Analytical: ``Practical Suggestions Are What I Need.'' TheDriver: ``Show Me I Can Get Some Bottom-Line Results.'' TheExpressive: ``I Like Salespeople Who Are Competent, Imaginative.''The Amiable: ``Show Concern for Me and My Problems.'' Ask-AssertiveBackup Behavior: Flight.
Tell-Assertive Backup Behavior: Fight.
Strategies for Selling to Ask-Assertive Buyers.
Strategies for Selling to Tell-Assertive Buyers.
Versatility: How to Modify Your Style.
Appendix A: Impact on Social Style on Customers.
Appendix B: Social Style Identification.
Appendix C: Strategy for Selling.
Appendix D: Social Style Summary.
Appendix E: Sales Strategy Planning Sheet.
Index.
Behavior: The Key to Social Styles.
The Analytical: ``Practical Suggestions Are What I Need.'' TheDriver: ``Show Me I Can Get Some Bottom-Line Results.'' TheExpressive: ``I Like Salespeople Who Are Competent, Imaginative.''The Amiable: ``Show Concern for Me and My Problems.'' Ask-AssertiveBackup Behavior: Flight.
Tell-Assertive Backup Behavior: Fight.
Strategies for Selling to Ask-Assertive Buyers.
Strategies for Selling to Tell-Assertive Buyers.
Versatility: How to Modify Your Style.
Appendix A: Impact on Social Style on Customers.
Appendix B: Social Style Identification.
Appendix C: Strategy for Selling.
Appendix D: Social Style Summary.
Appendix E: Sales Strategy Planning Sheet.
Index.
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