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What does adaptive selling mean?

Adaptation means flexibility

Greater knowledge of products, company and customer leads to

greater flei!ility"

Approaches to developing knowledge#

$ eperts

$ company materials and trade pu!lications

$ asking for feed!ack

$ analy%ing successes and failures

$ research reports &!usiness and academic 'ournals(

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Guidelines to )dentifying *ome +ersonality *tyles

Guideline

How to describe this person

The persons strengths

The persons drawbacks Time orientation

Environment

Room Desk

Dress

Personality Style

Thinker

ntuitor

!eeler

Senser

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Guideline# ow to descri!e this person

Thinker"A direct, detail-oriented person" ikes to deal in se.uence

on his/her time. /ery precise, sometimes seen as a nit-picker" 0act

oriented"

Intuitor" A knowledgea!le, future-oriented person" An innovator who

likes to a!stract principles from a mass of material" Active incommunity affairs !y assisting in policy making, program

development, etc"

Feeler" +eople-oriented" /ery sensitive to people1s needs" An

emotional person rooted in the past" 2n'oys contact with people"

A!le to read people very well"

Senser" Action-oriented person" 3eals with the world through his4her

senses" /ery decisive and has a high energy level"

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Guideline# 5he person1s strengths

Thinker"2ffective communicator, deli!erative, prudent, weighs

alternatives, sta!ili%ing, o!'ective, rational, analytical, asks

.uestions for more facts"

Intuitor" 6riginal, imaginative, creative, !road-gauged, charismatic,

idealist, intellectual, tenacious, ideological, conceptual, involved" Feeler" *pontaneous, persuasive, emphatic, grasps, traditional values,

pro!ing, introspective, draws out feelings of others, loyal, actions

!ased on what has worked in the past""

Senser" +ragmatic, assertive, directional results-oriented, technically

skillful, o!'ective7!ases opinions on what he4she actually sees,

perfection-seeking, decisive, direct and down to earth,

action-oriented"

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Guideline# 5he person1s draw!acks

Thinker" /er!ose, indecisive, overcautious, overanaly%es, unemotional,

nondynamic, controlled and controlling, overserious, rigid,

nit-picking"

Intuitor" 8nrealistic, far-out, fantasy-!ound, scattered, devious, out-of-

touch, dogmatic, impractical, poor listener" Feeler" )mpulsive, manipulative, overpersonali%es, sentimental,

postponing, guilt-ridden, stirs up conflict, su!'ective"

Senser" )mpatient, doesn1t see long-range, status-seeking, self-

involved, acts first then thinks, lacks trust in others, nit-picking,

impulsive, does not delegate to others"

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Guideline# 5ime orientation

Thinker" +ast, present, future

Intuitor" 0uture

Feeler" +ast Senser" +resent

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2nvironment# 3esk

Thinker" 8sually neat

Intuitor" 9eference !ooks, theory !ooks, etc"

Feeler" +ersonal pla.ues and mementos, family pictures

Senser" :haos

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2nvironment# 9oom

Thinker" 8sually has a calculator and computer runs, etc"

Intuitor" A!stract art, !ookcases, trend charts, etc"

Feeler" 3ecorated warmly with pictures of scenes or people"

Anti.ues"

Senser" 8sually a mess with piles of papers, etc" Action pictures or

pictures of the manufacturing plant or products on the wall"

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2nvironment# 3ress

Thinker" ;eat and conservative"

Intuitor"

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0our Additional 5ypes of +ersonality *tyles

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*ocial *tyles

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:ues to *ocial *tyles

#nalyticals# technical !ackground, achievement awards on wall, office is work

oriented, showing much activity, conservative dress, likes solitary activities

Drivers# technical !ackground, achievement awards on wall, no posters or slogans

on office walls, calendar prominently displayed, furniture placed so contact with

people is across desk, conservative dress, likes group activities

#miables# li!eral arts !ackground, office is friendly, open atmosphere, pictures of

family displayed, personal momentos on wall, desk placed for open contact withpeople, casual or flam!oyant dress, likes solitary activities

E$pressives# li!eral arts !ackground, motivational slogan on wall, office has

friendly, open atmosphere, cluttered, unorgani%ed desk, desk placed for open

contact with people, casual or flam!oyant dress, likes group activities

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What to do when your customer is a"""

Driver# make known .ualifications, eplain value of products, document

evidence, stress results, whatcan product do, eplain options and

pro!a!ilities

E$pressive# eplain what you think, use referrals and testimonials, recogni%e

and approve of !uyer, make known whohas !ought product !efore

#miable# !uild trust, !e fiendly, give personal attention and interest, eplain

whyproduct is !est to solve pro!lem, offer guarantees and assurances

#nalytical" provide evidence of epertise in solving pro!lems, demonstrate

that you have analy%ed the situation, eplain howproduct can solve

pro!lems, provide etensive service

d i

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G-AdaptingWhat are you?????

Assertiveness

> @

Buiet 5alkative

*low to decide 0ast to decideGoing along 5aking charge

*upportive :hallenging

:ompliant 3ominating

3eli!erate 0ast to decide

Asking .uestions

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G-AdaptingWhat are you cont"

9esponsiveness

> @

:losed 6pen

3eli!erate )mpulsive8sing facts 8sing opinions

0ormal )nformal

8nemotional 2motional

ard to know 2asy to know

:ool Warm:alm 2cita!le

+oker-faced Animated

5ask-oriented +eople-oriented

:autious *pontaneous

;onresponsive 9esponsive*erious umorous

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+lot yourself

Add up your scores for each category, divide by 15 and plot on the axes

#ssertiveness % high

Responsiveness % low

>

>

@

@

Driver

xpressiveAmiable

Analytical

#ssertiveness % low

Responsiveness % high

G Ad ti

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*trengths and Weaknesses of *ocial *tyles

Analytical

$ *# industrious, persistent, serious, eacting, orderly

$ W# critical, indecisive, stuffy, picky, moralistic

3river

$ *# strong willed, independent, practical, decisive, efficient

$ W# pushy, severe, tough, dominating, harsh

Amia!le

$ *# supportive, respectful, willing, dependa!le, agreea!le

$ W# conforming, unsure, plia!le, dependent, awkward

2pressive

$ *# am!itious, stimulating, enthusiastic, dramatic, friendly

$ W# manipulative, ecita!le, undisciplined, reacting, egotistical