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.