Although we might assume that we can readily identify the behaviors to be learned in all skill deficiency situations, many times one set of behaviors is not enough because the skill must be used in a number of significantly different types of situations.
For example, in attempting to train salespeople to build rapport with clients or potential clients, we may find that one set of behaviors is not sufficient because there are many different types of potential clients. Po¬tential clients may, for example, be categorized as: a) reluctant, b) openly hostile, c) needing help in solving a problem, d) friendly, but uncertain of specific needs; each of these requires a different set of behaviors. Continue reading