5 Communication Styles: A Key to Adaptive Selling Today
Source: Michael Ahearn
Learning Objectives
When you finish reading this chapter, you should be able to
5.1 Discuss how communication style influences the relationship process in sales
5.2 Identify the two major dimensions of the communication style model
5.3 Explain the four communication styles in the communication style model
5.4 Learn how to identify your preferred communication style and that of your customer
5.5 Learn to adapt interpersonal versatility and build strong selling relationships with style flexing
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