The Versatile Salesperson: Selling the Way Your Customer Wants to Buy

ISBN-13: 9780471503798 / Angielski / Miękka / 1991 / 216 str.

Roger Wenschlag; Roger Wenshlag;Wenschlag

Opis

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

Spis treści

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.

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.