Brain Map SCHEME

Dr. Ashraf Morsy - Selling Skills

Professional Selling Skills > Social Styles Sales Strategies

A structured profiling tool designed to categorize physicians' social styles by evaluating responsiveness (Control vs. Emote) and assertiveness (Ask vs. Tell). The scheme uses a checklist of behavioral indicators—such as task orientation, speech patterns, and risk-taking—to determine the most effective communication approach for pharmaceutical sales representatives.