4486f4ff___Test_2_Flashcards___Cram_com___thoughts_and_interpretations_
[encoding and decoding] -not let their judgment be clouded by their initial reaction to the customer -look for clues that may suggest he or she has made an inaccurate assessment of a customer's social style -ask questions rather than make statements -avoid assuming that specific jobs or functions are associated with a particular social style
When identifying a customer's social style, salespeople should:
MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com