Adaptive Selling

1. Social matrix

1.1. analytical

1.1.1. low responsiveness - low assertiveness

1.2. drivers

1.2.1. low responsiveness - high assertiveness

1.3. amiable

1.3.1. high responsiveness - low assertiveness

1.4. expressive

1.4.1. high responsiveness - high assertiveness

2. International adapting elements/characteristics

2.1. Active listening

2.2. Gift giving

2.3. conversations norms and rules

2.4. careful of cultural generalizations