Chapter 6-9 Flashcards
1
Q
Responsive
A
(Emotional)Expressive of feelings, people oriented, subjective
2
Q
Assertive
A
Telling, fast, active
3
Q
Driver
A
what
4
Q
analytical
A
how
5
Q
3 ways to motivate
A
fear, incentive, attitude
6
Q
fear
A
external, temporary,negative
7
Q
incentive
A
external, temporary, positive
8
Q
attitude
A
internal, permanent, positive
9
Q
MADDEN(M)
A
money
10
Q
MADDEN(A)
A
approachable
11
Q
MADDEN(D)
A
desire, decision- making
12
Q
MADDEN(E)
A
Eligible
13
Q
MADDEN(N)
A
need
14
Q
purpose of pre-approach
A
obtaining as much relevant information as possible regarding the prospect prior to making a sales presentation.
15
Q
Six step telephone call(1)
A
Introduce yourself and your company
