Role-Play Exercise
For the purpose of this role-play, assume the role of Ray Perkins, who is described in the following case problem. Ray is described as a quiet, amiable person who displays the Supportive communication style. You will meet with Ms. Maynard, who is also described in the case problem. For the purpose of this role-play, assume that Ms. Maynard displays the characteristics of the Directive communication style. Prior to the role-play, study the chapter material on style flexing and information on how to sell to persons with the Directive communication style.
Adaptive Selling Case Problem— Ray Perkins/Grant Real Estate
Ray Perkins ...
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