Question 1

A customer who is lower in dominance would most likely be:

Accepted Answer

A) deliberate 
B) hurried 
C) talkative 
D) cooperative 
E) decisive 
A) deliberate 
B) hurried 
C) talkative 
D) cooperative 
E) decisive D

Question 2

Communication style bias can cause a feeling that we simply do not like another person,without knowing exactly why.

Accepted Answer

A) True 
 B)False  True

Question 3

Relative to Americans,Canadians are more likely to be:

Accepted Answer

A) passive and stiff 
B) happy and casual 
C) sociable and casual 
D) educated and informal 
E) bilingual and formal 
A) passive and stiff 
B) happy and casual 
C) sociable and casual 
D) educated and informal 
E) bilingual and formal E

Question 4

The immature characteristics of each style can most likely:

Accepted Answer

A) never be altered because of heredity 
B) overcome communication-bias issues 
C) enhance overall sales performance 
D) change with time and effort 
E) lead to increased sociability 
A) never be altered because of heredity 
B) overcome communication-bias issues 
C) enhance overall sales performance 
D) change with time and effort 
E) lead to increased sociability

Question 5

The words"reserved,""warm,"and"compliant"describe the ________ style.

Accepted Answer

The answer of The words"reserved,""warm,"and"compliant"describe the ________ style....

Question 6

If a prospect has low dominance,the salesperson should:

Accepted Answer

A) be aware that the prospect might not actively raise objections during the sales call 
B) persuade the prospect to buy,since the prospect is unlikely to resist 
C) know that this prospect cannot make a buying decision 
D) speak more quietly and slowly when presenting to the prospect 
E) be prepared to be peppered with questions 
A) be aware that the prospect might not actively raise objections during the sales call 
B) persuade the prospect to buy,since the prospect is unlikely to resist 
C) know that this prospect cannot make a buying decision 
D) speak more quietly and slowly when presenting to the prospect 
E) be prepared to be peppered with questions

Question 7

Which of the following is another benefit to a salesperson of learning to style flex,aside from putting the customer at ease?

Accepted Answer

A) Style flexing improves a salesperson's acting skills,which helps the salesperson to persuade reluctant buyers to place orders. 
B) Paying attention to the customer's communication style helps the salesperson better understand the customer's product or service needs. 
C) Additional time spent with a customer helps the salesperson to create a positive relationship that will likely result in closing the sale. 
D) Customers are more likely to purchase from salespeople who seem successful,so it is important for salespeople to make sure that their own personal styles are current. 
E) Style flexing allows a salesperson to divide customers into four groups,write one script for each,and standardize sales calls. 
A) Style flexing improves a salesperson's acting skills,which helps the salesperson to persuade reluctant buyers to place orders. 
B) Paying attention to the customer's communication style helps the salesperson better understand the customer's product or service needs. 
C) Additional time spent with a customer helps the salesperson to create a positive relationship that will likely result in closing the sale. 
D) Customers are more likely to purchase from salespeople who seem successful,so it is important for salespeople to make sure that their own personal styles are current. 
E) Style flexing allows a salesperson to divide customers into four groups,write one script for each,and standardize sales calls.

Question 8

A customer who displays the reflective communication style can be described as:

Accepted Answer

A) reserved 
B) sensitive 
C) frank 
D) sociable 
E) malleable 
A) reserved 
B) sensitive 
C) frank 
D) sociable 
E) malleable

Question 9

Sociability reflects the amount of control we exert over our emotional expressiveness.

Accepted Answer

A) True 
 B)False

Question 10

The more strongly a person displays the trait of dominance,the less sociable they are.

Accepted Answer

A) True 
 B)False

Question 11

An individual who is high on the sociability continuum tends to communicate in an ordered and measured manner.

Accepted Answer

A) True 
 B)False

Question 12

When we move into the excess zone,which of the following usually happens?

Accepted Answer

A) Stress levels decrease. 
B) Style flexing decreases. 
C) Style flexing increases. 
D) Speech becomes more cautious. 
E) Speech becomes erratic and slurred. 
A) Stress levels decrease. 
B) Style flexing decreases. 
C) Style flexing increases. 
D) Speech becomes more cautious. 
E) Speech becomes erratic and slurred.

Question 13

The Platinum Rule is:

Accepted Answer

A) Do Unto Others As You Would Have Them Do To You 
B) Do Unto Others As They Want Done Unto Them 
C) Do Unto Others As You Know You Should 
D) Ask Others To Do To You As You Would Do To Them 
E) Ask Others To Do To You As They Would Do To Themselves 
A) Do Unto Others As You Would Have Them Do To You 
B) Do Unto Others As They Want Done Unto Them 
C) Do Unto Others As You Know You Should 
D) Ask Others To Do To You As You Would Do To Them 
E) Ask Others To Do To You As They Would Do To Themselves

Question 14

Which statement is most likely true about the communication-style model?

Accepted Answer

A) It is based on three important dimensions of human behavior. 
B) Emotion and dominance are the two primary dimensions. 
C) It is composed of four distinct quadrants. 
D) It is based on a highly accurate self-rating system. 
E) Successful salespeople tend to score high on dominance. 
A) It is based on three important dimensions of human behavior. 
B) Emotion and dominance are the two primary dimensions. 
C) It is composed of four distinct quadrants. 
D) It is based on a highly accurate self-rating system. 
E) Successful salespeople tend to score high on dominance.

Question 15

Understanding a customer's communication style tells the salesperson:

Accepted Answer

A) the customer's preferences in how they are communicated with and what their product needs are 
B) the customer's preferences in how they are communicated with,but not what their product needs are 
C) the customer's product needs,but not their preferences in how they are communicated with 
D) neither the customer's product needs nor their preferences in how they are communicated with 
E) what the approximate length of the sales cycle will be for this customer 
A) the customer's preferences in how they are communicated with and what their product needs are 
B) the customer's preferences in how they are communicated with,but not what their product needs are 
C) the customer's product needs,but not their preferences in how they are communicated with 
D) neither the customer's product needs nor their preferences in how they are communicated with 
E) what the approximate length of the sales cycle will be for this customer

Question 16

Communication style is an important aspect of our personality.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is most likely true about our individual communication style?

Accepted Answer

A) It is formed before we are born. 
B) It is formed during the first year of our life. 
C) It is formed before we enter elementary school. 
D) It is constantly changing throughout life. 
E) It is based on environmental factors,not heredity. 
A) It is formed before we are born. 
B) It is formed during the first year of our life. 
C) It is formed before we enter elementary school. 
D) It is constantly changing throughout life. 
E) It is based on environmental factors,not heredity.

Question 18

"Behavior style"and"social style"are other ways of referring to:

Accepted Answer

A) communication style 
B) emotive style 
C) directive style 
D) higher dominance 
E) lower dominance 
A) communication style 
B) emotive style 
C) directive style 
D) higher dominance 
E) lower dominance

Question 19

A newly-hired salesperson,Jun-Hee Kim,is taking over the sales territory of Arvin Vasquez,a salesperson for her company who is moving out of the area. Arvin left detailed notes on his clients within the CRM system,so Jun-Hee is reviewing these notes. Jun-Hee reads the following about Bob Costello:
"Bob is super-friendly and outgoing. He loves to deep sea fish and goes on three trips a year to fish in the Caribbean. His wife is Carol and his kids are Taylor(4th grade)and Jordan(6th grade)(both girls). Bob's buying focus is durability and price,and he expects a relationship with a trustworthy sales rep. Bob can be impatient and doesn't like to waste time during meetings. He tends to maintain control and set the agenda."
Based on this summary,what communications style does Bob Costello most likely have?

Accepted Answer

A) sociable 
B) directive 
C) emotive 
D) supportive 
E) reflective 
A) sociable 
B) directive 
C) emotive 
D) supportive 
E) reflective

Question 20

A customer who combines low dominance and high sociability displays which of the following styles?

Accepted Answer

A) emotive 
B) supportive 
C) directive 
D) reflective 
E) communicative 
A) emotive 
B) supportive 
C) directive 
D) reflective 
E) communicative

A customer who is lower in dominance would most likely be:

Communication style bias can cause a feeling that we simply do not like another person,without knowing exactly why.

Relative to Americans,Canadians are more likely to be:

The immature characteristics of each style can most likely:

The words"reserved,""warm,"and"compliant"describe the ________ style.

If a prospect has low dominance,the salesperson should:

Which of the following is another benefit to a salesperson of learning to style flex,aside from putting the customer at ease?

A customer who displays the reflective communication style can be described as:

Sociability reflects the amount of control we exert over our emotional expressiveness.

The more strongly a person displays the trait of dominance,the less sociable they are.

An individual who is high on the sociability continuum tends to communicate in an ordered and measured manner.

When we move into the excess zone,which of the following usually happens?

The Platinum Rule is:

Which statement is most likely true about the communication-style model?

Understanding a customer's communication style tells the salesperson:

Communication style is an important aspect of our personality.

Which of the following is most likely true about our individual communication style?

"Behavior style"and"social style"are other ways of referring to:

A customer who combines low dominance and high sociability displays which of the following styles?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters

Exam 5: Communication Styles: A Key to Adaptive Selling Today

A customer who is lower in dominance would most likely be:

Communication style bias can cause a feeling that we simply do not like another person,without knowing exactly why.

Relative to Americans,Canadians are more likely to be:

The immature characteristics of each style can most likely:

The words"reserved,""warm,"and"compliant"describe the ________ style.

If a prospect has low dominance,the salesperson should:

Which of the following is another benefit to a salesperson of learning to style flex,aside from putting the customer at ease?

A customer who displays the reflective communication style can be described as:

Sociability reflects the amount of control we exert over our emotional expressiveness.

The more strongly a person displays the trait of dominance,the less sociable they are.

An individual who is high on the sociability continuum tends to communicate in an ordered and measured manner.

When we move into the excess zone,which of the following usually happens?

The Platinum Rule is:

Which statement is most likely true about the communication-style model?

Understanding a customer's communication style tells the salesperson:

Communication style is an important aspect of our personality.

Which of the following is most likely true about our individual communication style?

"Behavior style"and"social style"are other ways of referring to:

A customer who combines low dominance and high sociability displays which of the following styles?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer with Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value with the Consultative Presentation

Negotiating Buyer Concerns

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: The Key to Greater Sales Productivity

Management of the Sales Force

Filters