Hence effective salespeople tend to categorize sales situations. Each category contains a description of the customer and the most effective presentation for that customer type. The social style matrix is a popular training program that companies use to assist salespeople in adapting their communication styles. Assertiveness The degree to which people have opinions about issues and publicly make their positions clear to others is called assertiveness . Assertive people express their convictions publicly and attempt to influence others to accept their beliefs.
Assertive people speak out, make strong statements, and have a take-charge attitude.
When under tension, they tend to confront the situation. Unassertive people rarely dominate a social situation, and they often keep their opinions to themselves. Responsiveness Responsiveness is based on how emotional people tend to get in social situations. Responsive people readily express joy, anger, and sorrow. They appear to be more concerned with others and are informal and casual in social situations.