Sales_Test 1_part 4

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Author:
kyle.coughlin
ID:
197900
Filename:
Sales_Test 1_part 4
Updated:
2013-02-04 16:31:14
Tags:
Sales Test part
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Description:
Sales_Test 1_part 4
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The flashcards below were created by user kyle.coughlin on FreezingBlue Flashcards. What would you like to do?


  1. Relationship strategy
    • Primary decision makers: customers
    • Secondary decision makers
    • suport staff
    • management personnel
  2. Emotional intelligence
    • empathy: relatable
    • perceiving others' emotion: non verbal communication
    • self awareness: convey good self image
    • -good closing %
    • -repeat customers
    • self regulation: stay calm and address issues
    • self motivation: personal drive
  3. Emotive
    • High dominance/High sociability
    • sociable, stimulating, dynamic, emotional
  4. Director
    • High dominance/Low sociability
    • aggressive, opinionated, determined
  5. Supportive
    • High sociability/Low dominance
    • measured opinions, detached
  6. Reflective
    • Low dominance/Low sociability
    • light hearted, reserved, avoid use of power
  7. What drives a salesman's ethics?
    • behavior of customer
    • pressure from boss
    • senario
  8. Communication style bias
    not changing your style to match your client's style
  9. Adaptive style
    changing to match clients communication style
  10. Style flexing
    changing communication style

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