The Versatile Salesperson                                        SR1913


This program enables professionals to develop the versatility to adapt
their behavior in order to better align with their customers.

STUDENT PROFILE:
CSO sales trainees, CSO sales representatives, sales management and PSO
consultants.

PREREQUISITES:
Profile completed as prework

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Identify the behavioral characteristics of assertiveness and
      responsiveness.
o     Recognize the four Social Styles, and the needs and expectations
      associated with each.
o     Learn one's own Social Style as perceived by buyers.
o     Understand how to attain optimal productivity in a sales
      simulation.
o     Understand the concept of versatility - developing and
      maintaining buyer comfort.
o     Plan strategies for improving one's own versatility.
o     Apply versatility skills to manage tension.

COURSE OUTLINE:
Unit 1:     Dimensions of Social Style
Unit 2:     Identifying the Social Style of Buyers
Unit 3:     Managing Tension During the Sales Process

TESTING PROCESS:
No tests.  Social style questionnaire and versatility completed by
buyers is scored and returned to participants during the program to
help participants recognize how they are perceived.

FORMAT:        Facilitated Classroom
LOCATION:      Sales Schools
LENGTH:        1 Day
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    20 Maximum, 8 Minimum
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGRS:  Dave Holly, TN/416 678-3238; Terry Iverson,
               TN/408 447-4662