3. Many salespeople, after being introduced to communication-style concepts, attempt to categorize each of their customers. They

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3. Many salespeople, after being introduced to communication-style concepts, attempt to categorize each of their customers. They report that their relationships become mutually more enjoyable and productive. Select four people whom you know quite well (supervisor, subordinate, customer, teacher, friend, or members of your sports team). Using the On-Line Communication Style Assessment at the www.pearsonhighered.com/manning Web site, assess the communication style of each of these people. Explain how this information can improve your relationship with each of these people.

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Selling Today

ISBN: 9780618345878

12th Edition

Authors: Gerald L. Manning, Michael L. Ahearne, Barry L. Reece

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