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Selling Building Partnerships Chapter 4 & 5

Horizontales
Tone of voice
Category in the social style matrix; describes task-oriented people who are high on assertiveness and low on responsiveness
Drawing a parallel between one thing and another
Production of recognizable speech
Sounds unrelated to the message being exchanged between a salesperson and a customer
Category in the social style matrix; describes people who are both competitive and approachable. They are high on assertiveness and responsiveness.
The degree to which people react emotionally when they are in social situations. One of the two dimensions in the social style matrix.
Communication activity undertaken by a receiver interpreting the meaning of the received message
Communication activity undertaken by a sender translating his or her thought into a message
Verticales
Where one person copies the nonverbals of another
Category in the social style matrix; describes people who emphasize facts and logic. Low on assertiveness and responsiveness
Information given to a salesperson indicating how he or she is performing
Category in the social style matrix; describes people who like cooperation and close relationships. Low on assertiveness and high on responsiveness
Speech characterized by high volume and intensity
Dimension of the social style matrix that assesses the degree to which people have opinions on issues and publicly make their positions clear to others
A characteristic, associated with the social style matrix of people who increase the productivity of social relationships by adjusting to the needs of the other party
Influencing someone to do something through reasoning or argument