Versatile Salesperson: Selling the Way Your Customer Wants to Buy

Versatility: The Key to Competence in Selling. Behavior: The Key to Social Styles. The Analytical: ''Practical Suggestions Are What I Need.22 The Driver: ''Show Me I Can Get Some Bottom-Line Results.22 The Expressive: ''I Like Salespeople Who Are Competent, Imaginative.22 The Amiable: ''Show Concern for Me and My Problems.22 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. 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.Wenshlag, Roger is the author of 'Versatile Salesperson: Selling the Way Your Customer Wants to Buy' with ISBN 9780471854364 and ISBN 0471854360.