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If you have been using Gartner role plays all along, you can use the same customer you have called on. If not, you will need to review the role-play material at the end of Chapter 3. You can also review material about Gartner in the role-play case at the back of this book to understand Gartner and what it does, as well as visit https://gartner.com/en/ careers/ncsc When you play the buyer, pick a social style different from your own. Interact with the seller in ways that give clues about your social style. Before the role play starts, think of at least five things you will do to hint at your new social style. Keep in mind that a social style includes both responsiveness and assertiveness, so make sure your hints combine both dimensions. After each role play, the salesperson should say what the other person's social style was and what clues were used to make that determination. To the instructor: There is no additional information required for this role play if you have been using these all semester. Otherwise, see the note in the Instructor's Manual. ADDITIONAL REFERENCES Abu ELSamen, Amjad, and Mamoun N. Akroush. "How Customer Orientation Enhances Salespeople's Performance? A Case Study from an International Market." Benchmarking: An International Journal 25, no. 7 (2018): 2460–77. Agnihotri, Raj, Colin B. Gabler, Omar S. Itani, Fernando Jaramillo, and Michael T. Krush. "Salesperson Ambidexterity and Customer Satisfaction: Examining the Role of Customer Demandingness, Adaptive Selling, and Role Conflict." Journal of Personal Selling & Sales Management 37, no. 1 (2017): 27–41. Alavi, Sascha, Johannes Habel, and Kim Linsenmayer. "What Does Adaptive Selling Mean to Salespeople? An Exploratory Analysis of Practitioners' Responses to Generic Adaptive Selling Scales." Journal of Personal Selling & Sales Management 39, no. 3 (2019): 254–63. Harindranath, R. M., Bharadhwaj Sivakumaran, and Jayanth Jacob. "The Moderating Role of Sales Experience in Adaptive Selling, Customer Orientation and Job Satisfaction in a Unionized Setting." Journal of Business & Industrial Marketing 34, no. 8 (2019): 1724–35. Itani, Omar S., Raj Agnihotri, and Rebecca Dingus. "Social Media Use in B2b Sales and Its Impact on Competitive Intelligence Collection and Adaptive Selling: Examining the Role of Learning Orientation as an Enabler." Industrial Marketing Management 66 (October 2017): 64–79. Jay, Joelle. "How to Get the Feedback You Didn't Really Want to Hear (But Really Need to Know)." American Salesman 61, no. 3 (2016): 12–16. Kadic-Maglajlic, Selma, Milena Micevski, Nick Lee, Nathaniel Boso, and Irena Vida. "Three Levels of Ethical Influences on Selling Behavior and Performance: Synergies and Tensions." Journal of Business Ethics 156, no. 2 (2019): 377–97. Kemp, Elyria A., Aberdeen Leila Borders, Nwamaka A. Anaza, and Wesley J. Johnston. "The Heart in Organizational Buying: Marketers' Understanding of Emotions and Decision-Making of Buyers." Journal of Business & Industrial Marketing 33, no. 1 (2018): 19–28. Kim, Changju, and Katsuyoshi Takashima. "The Impact of Retail Buyer Innovativeness on Suppliers' Adaptive Selling in Japanese Buyer–Supplier Relationships." Journal of Marketing Channels 25, no. 4 (2018): 173–83. Kwak, Hyokjin, Rolph E. Anderson, Thomas W. Leigh, and Scott D. Bonifield. "Impact of Salesperson Macro-Adaptive Selling Strategy on Job Performance and Satisfaction." Journal of Business Research 94 (January 2019): 42–55. 146 CHAPTER 5: Adaptive Selling for Relationship Building

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