@1
   QUESTIONING FOR NEED. Asking good questions is essential in determining
   what the customer's needs are, and who has power over the buying
   decision. If your score in this dimension was relatively low, you would
   benefit from improving your skills in the following areas:
       Questioning skills (VIII.A.1)
       Diagnosing organizational relationships (VIII.A.2)

@2
   PRESENTING AND ADVOCATING. To be successful, the salesperson must be
   able to show how his/her organization's products best meet the
   customer's needs. If your score in this dimension was relatively low,
   you would benefit from improving your skills in the following areas:
       Making persuasive presentations (VIII.B.1)
       Influencing others (you might benefit from completing the
          questionnaire on Influencing Others, or from reviewing
          the Influencing Others skills listing, accessed from the
          Browsing menu) (VIII.B.2)

@3
   BUILDING TRUST. You earn the right to have the potential customer be
   open with you when you build credibility and demonstrate
   professionalism. If your score in this dimension was relatively low, you
   would benefit from improving your skills in the following areas:
       Demonstrating professionalism (VIII.C.1)
       Building trust (VIII.C.2)
       Negotiation skills (VIII.C.3)

@4
   MANAGING THE SALES PROCESS. It is important to understand the stages a
   potential customer goes through in the process of selecting a product or
   service, and to manage that process smoothly and efficiently. If your
   score in this dimension was relatively low, you would benefit from
   improving your skills in the following areas:
       Understanding the business development process (VIII.D.1)
       Managing the business development process (VIII.D.2)
       Managing time (VIII.D.3)

@5
   PROSPECTING. In many situations, identifying and contacting new clients
   is vital to business-development success. If your score in this
   dimension was relatively low, you would benefit from improving your
   skills in the following areas:
       Identifying potential clients (VIII.E.1)
       Strategies for self-motivation (VIII.E.2)

@6
   PLANNING/STRATEGIZING. The business development process requires the
   ability to locate and integrate information, and to use that information
   to design the most effective way of presenting information. If your
   score in this dimension was relatively low, you would benefit from
   improving your skills in the following areas:
       Developing presentations (VIII.F.1)
       Gathering and interpreting information (VIII.E.2)

@7
   QUESTIONING FOR STYLE AND MOTIVE. Learning about the potential
   customer's style and motives (as they pertain to the buying decision)
   can be achieved through questioning, observing, and listening. If your
   score in this dimension was relatively low, you would benefit from
   improving your skills in the following areas:
       Understanding the styles of others (VIII.G.1)
       Understanding the motives of others (VIII.G.2)
       Questioning skills (VIII.G.3)
       Listening skills (VIII.G.4)

@8
   SELF MANAGEMENT. Pressures of the business-development process can
   generate stress, anxiety and other unproductive feelings. If your score
   in this dimension was relatively low, you would benefit from improving
   your skills in the following areas:
       Behavior management (VIII.H.1)
       Managing stress (VIII.H.2)

@9
   HANDLING RESISTANCE. The ability to respond constructively to
   objections, and to overcome unproductive resistance, often makes the
   difference in sales situations. If your score in this dimension was
   relatively low, you would benefit from improving your skills in the
   following areas:
       Handling sales resistance (VIII.I.1)
       Overcoming resistance to change (VIII.I.2)

@10
   VERSATILITY. Any business-development approach that puts the client
   first requires you to have the ability to modify (or at least moderate)
   your behavior in response to the potential client's style, motives, and
   interests. Thus, a relatively low score in this dimension means that you
   would benefit from improving the following ability:
       Using different styles (VIII.J.1)

@0