Week 4: Adaptive selling for relationship building

Question 1

What is the types of presentations?

Answer 1

1. Standard memorized presentation (Canned presentation)
   - Memorized sales talk
   - Provide complete and accurate information about the firms product and policies
2. Outlined presentation
   - Well organized presentations
   - Standard intro and –> Standard methods for getting the customer to place an order
3. Customized presentations
   - Written and/or oral presentation based on detailed analysis of the customers need
   - Large effort and skills

COS

Question 2

What is the social style matrix and how can sales people use it?

Answer 2

• It divides people in four different types of categories that are based on two dimensions
• Salespeople need to identify which of the four types he/her is.
• The next step for the salesperson: Which is the costumer?

Question 3

Which two dimensions contains the social style matrix of?

Answer 3

Assertiveness and responsiveness

Question 4

Explain how a “Assertiveness” person is.

Answer 4

• Speaks out
• Have strong statements
• Take charge attitude
• Confront the situation

Unassertive:

• Rarly dominate the social situation
• Keep their opinions to themselves

Question 5

Explain how a “Responsiveness” person is.

Answer 5

• Readily (lett) express joy, anger and sorrow
• More concerned with others
• Informal and casual in social situations

Lett responsive:

• Devote more effort toward controlling their emotions
• Cautious, intellectual, serious, formal and businesslike.

Question 6

What is the 4 different personalities in the social style matrix?

Answer 6

1. Expressives
2. Amiables
3. Drivers
4. Analyticals

Question 7

Explain “Expressives”

Answer 7

• Personal recognition are important
• Base their decisions on personal opinions and opinions on others
• Act quickly, take risks –> Impatient, change their mind easily

Question 8

How do you sell to expressives?

Answer 8

• Demonstrate how product will help the customer to achieve personal goals
• Product demos and creative graphs
• Testimonials from well known firms and people

Question 9

Explain Amiables

Answer 9

• Close relationship and cooperation are important
• Developing an atmosphere of mutual respect
• Takes decisions slowly –> Listen and talk to persons involved in decisons
• Avoid risks

Question 10

How to sell to amiables?

Answer 10

• Build personal relationships
• Garantee about products performance
• Follow through on commitments
• Stress the product´s benefits

Question 11

Explain Drivers

Answer 11

• Task oriented people
• Like to do things their own ways
• Decisions on facts –> Look at serveral alternatives

Question 12

How to sell to drivers?

Answer 12

• Use direct, business like presentations with quick action and follow-ups
• Emphasize the effects of purchase: on profits

Question 13

Express Analyticals

Answer 13

• Likes facts, principles and logic

- Make decisions slow -> disciplined manner

Question 14

How to sell to analyticals

Answer 14

• Use solid, tangible evidence
• Use sales presentations that:
  Recognizes their technical expertise and long-term benefits