January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
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Reviewing Key Concepts
Discuss how communication style influences the relationship process in sales
Many sales are lost because salespeople fail to communicate effectively with the prospect. Communication style bias contributes to this problem. Every salesperson who is willing to develop style sensitivity and engage in appropriate style flexing can minimize one of the most common barriers to success in selling.
Identify the two major dimensions of the communication style model
The communication style model is based on two continuums that assess two major aspects of human behavior: dominance and sociability. By combining them as horizontal and vertical continuums, we create quadrants that define four styles of communication. We have called these ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.