Versatile Salesperson Selling the Way Your Customer Wants to Buy

ISBN-10: 0471503797

ISBN-13: 9780471503798

Edition: 1987

List price: $32.00 Buy it from $16.51
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This guide will help you develop your selling skills and increase sales. Shows how to acquire sales versatility and the ability to develop and maintain profitable, long-term business relationships. Highlights the selling preferences of several social styles, helps you identify the social style of your buyers--quickly and accurately, and reveals how to adapt your selling behavior to make your buyer more comfortable.
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Book details

List price: $32.00
Copyright year: 1987
Publisher: John Wiley & Sons, Incorporated
Publication date: 7/12/1989
Binding: Paperback
Pages: 206
Size: 6.25" wide x 9.00" long x 0.75" tall
Weight: 0.638
Language: English

Versatility: The Key to Competence in Selling
Behavior: The Key to Social Styles
The Analytical: "Practical Suggestions Are What I Need."
The Driver: "Show Me I Can Get Some Bottom-Line Results."
The Expressive: "I Like Salespeople Who Are Competent, Imaginative."
The Amiable: "Show Concern for Me and My Problems."
Ask-Assertive Backup 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
Impact on Social Style on Customers
Social Style Identification
Strategy for Selling
Social Style Summary
Sales Strategy Planning Sheet
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