Nicole Howatt

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Chapter 6

• Nicole Howatt

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Thinking it Through
Personal selling is the most expensive form of
communicating with customers, yet firms use it
anyway.
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Adaptive Selling
Salespeople practice adaptive selling when they
use different sales presentations for different
customers and alter their sales presentation
during a sales call based on the nature of the
sales situation.
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Types of Sales Presentations
Ability to customize the message
Standard Memorized Presentation
Outlined Presentation
Customized Presentation
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Social Styles

• Assertiveness
• Task oriented
• Competitive
• Rapid movers
• Quick decision makers
• Initiative takers
• Time sensitive

• Responsiveness
• Friendly
• Talkative
• Approachable
• Less time-sensitive
• Slower decision makers
• Sensitive

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Low Responsiveness
High Assertiveness
Low Assertiveness
High Responsiveness
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Analyticals

• Interested in
• Decisions
• Sell with
• Background

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Analyticals
Cues

• Attire
• Office
• Activities
• Examples

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Drivers

• Interested in
• Decisions
• Sell with
• Background

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Drivers
Cues

• Attire
• Office
• Activities
• Examples

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Amiables

• Interested in
• Decisions
• Sell with
• Background

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Amiables
Cues

• Attire
• Office
• Activities
• Examples

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Expressives

• Interested in
• Decisions
• Sell with
• Background

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Expressives
Cues

• Attire
• Office
• Activities
• Examples

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Using Social Style Information

• Knowing your social style
• Adjusting to mirror your buyers

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Building Rapport
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Tailoring the Presentation