人际关系与处世风格教程教案.ppt

案例： 尼克松总统的水门事件。 尼克松 Driver 专横 回避－拒绝与内阁成员会见，甚至不想见自己 的律师。 中层管理人员人际风格分布 16％ 30％ 19％ 35％ 高级管理人员人际风格分布 15％ 52％ 5％ 28％ 人事/培训人员人际风格分布 18％ 31％ 31％ 20％ 销售与市场人员人际风格分布 26％ 21％ 29％ 28％ Connecting interpersonal skills with selling skills. 人际交往技巧与销售技巧相互结合 Personality style and probing 性格类型与探询 Analyzer. 分析型 Respond to open question. 回答开放式问题 Tolerate closed questions. 接受封闭式问题 Dislike visualizing questions. 不喜欢假设式问题 Driver(Controller). 权威型 Respond to closed question. 接受封闭式问题 Tolerate open questions. 回答开放式问题 Dislike visualizing questions. 不喜欢假设式问题 Personality style and probing 性格类型与探询 Amiable(Socializer). 仁慈型 Respond to both open and visualizing questions. 回答开放式和假设式问题 Dislike closed questions. 不喜欢封闭式问题 Expressive(Performer). 表现型 Respond to all types of questions. 回答各种问题 Particularly like open and visualizing. 特别喜欢开放式与假设型问题 Features Benefits 特性和利益 Analyzer. 分析型 Appreciate accuracy and safety/security. 喜欢准确和安全。 Driver(Controller). 权威型 Appreciate products with quick results. Price will not be a problem. 喜欢见效快的产品，价钱不成问题。 Features Benefits 特性和利益 Amiable(Socializer). 合群型 Appreciate efficacy and safety/security. 喜欢效果和安全 Expressive(Performer). 表现型 Appreciate results. 注重效果。 Likes new products or new approaches to existing products. 喜欢新产品或老产品的新用法。 Impressed with products used by notable or recognized clinicians as he would like to be seen as one himself. 如果出名的医生在用该产品，对他很有说服力。 Types of close 成交类型 Direct close. 直接成交 Ask for commitment when customer’s interest is obviously high. 客户的兴趣很高时，要求成交 Summary close. 总结成交 Summarizes benefits which have been accepted before asking for the customer’s action. 总结客户已接受的利益，再要求成交 Types of close 成交类型 Third party close. 第三者成交 Ask the customer to take action based on similar acceptance by another customer. 以其它客户的接受来说服客户 Trial basis close. 试用成交 Limited initial commitment leading to greater future acceptance. 小量试用，以期将来的大量使用 Types of close 成交类型 Special o