The Versatile Salesperson
Selling the Way Your Customer Wants to Buy

Roger Wenschlag (Author), Sharon Skeeter (Edited by)

9780471503798, Wiley

Paperback / softback, published 23 August 1989

216 pages
23.2 x 15.2 x 1.3 cm, 0.336 kg

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.

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.

Subject Areas: Business & management [KJ]