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| approach to personal selling in which selling behaviors and approaches are altered during a sales interaction or across customer interactions, based on information about the nature of the selling situation |
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| category of the social style matrix; describes people who like cooperation and close relationships. Low on assertiveness and high on responsiveness. |
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| category in the social style matrix; describes people who emphasize facts and logic. Low on assertiveness and responsiveness. |
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| dimension of the social style matrix that assesses the degree to which people have opinions on issues and publicly make their positions clear to others. |
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| presentation developed from a detailed and comprehensive analysis or survey of the prospect's needs that is not canned or memorized in any fashion |
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| information given to a salesperson indicating how he or she is performing |
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| category in the social style matrix; describes task oriented people who are high on assertiveness and low on responsiveness |
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| computer program that mimics a human expert |
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| category in the social style matrix; describes people who are both competitive and approachable. High on assertiveness and responsiveness. |
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| systematically arranged presentation that outlines the most important sales points. Often includes the prospect's needs and for building goodwill at the close of the sale |
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| a type of feedback that salespeople often get from their supervisors that focuses on the seller's actual performance during a sales call |
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| the degree to which people react emotionally when they are in social situations; a dimension of the social style matrix |
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| method for classifying customers based on their preferred communication style |
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| standard memorized presentation |
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| carefully prepared sales story that includes all the key selling points arranged in the most effective order; often called a canned sales presentation |
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| a characteristic associated with the social style matrix, of people who increase the productivity of social relationships by adjusting the needs of the other party. |
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