Question 1

The combination of low dominance and low sociability defines a communication style known as:

Accepted Answer

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

Question 2

The zones in the communication-style model might be thought of as"intensity zones."

Accepted Answer

A) True 
 B)False

Question 3

The theory of behavioral- or communication-style bias is based on a number of underlying principles. List the principles.

Accepted Answer

1.Individual differences exist and are i

Question 4

The four-style communication model described in the text is:

Accepted Answer

A) increasingly used in training programs 
B) applicable only to salespeople in the United States 
C) limited in its usefulness in the real world 
D) the basis for developing customer strategies 
E) based on research developed in the last decade 
A) increasingly used in training programs 
B) applicable only to salespeople in the United States 
C) limited in its usefulness in the real world 
D) the basis for developing customer strategies 
E) based on research developed in the last decade

Question 5

Tone of voice can be a clue to identifying a customer's communication style.

Accepted Answer

A) True 
 B)False

Question 6

If you have a preferred communication style,you will most likely:

Accepted Answer

A) use that style exclusively 
B) change that style as you grow older 
C) display other communication styles at times 
D) be unable to understand people with other styles 
E) need to maintain that habitual style in all contexts 
A) use that style exclusively 
B) change that style as you grow older 
C) display other communication styles at times 
D) be unable to understand people with other styles 
E) need to maintain that habitual style in all contexts

Question 7

In a selling situation,the reflective customer wants plenty of facts presented as rapidly as possible.

Accepted Answer

A) True 
 B)False

Question 8

Communication style is based on a combination of hereditary and environmental factors.

Accepted Answer

A) True 
 B)False

Question 9

What is the Platinum Rule and how do communication styles relate to it?

Accepted Answer

Do Unto Others As They Would H

Question 10

Gavin's position at Pharma-Tech involves purchasing complex manufacturing components,making decisions based on technical data,and creating detailed,scientific reports. Tanya,the sales representative assigned to work with Gavin,has experienced difficulties in the past when attempting to communicate with Gavin,who is precise,aloof,serious,and disciplined. Which of the following would most likely help Tanya build a relationship with Gavin?

Accepted Answer

A) Tanya should use both verbal and nonverbal communication styles to keep Gavin engaged in the sales presentation. 
B) Tanya should express great enthusiasm for the products she sells and ask Gavin many questions to draw him into the presentation. 
C) Tanya should give a quick-paced presentation and attempt to close the sale quickly to prevent wasting too much of Gavin's time. 
D) Tanya should take time to learn about Gavin's personal and work life before giving a brief overview of the product she is selling. 
E) Tanya should give a well-organized presentation with extensive documentation and avoid pressuring Gavin to make a quick decision. 
A) Tanya should use both verbal and nonverbal communication styles to keep Gavin engaged in the sales presentation. 
B) Tanya should express great enthusiasm for the products she sells and ask Gavin many questions to draw him into the presentation. 
C) Tanya should give a quick-paced presentation and attempt to close the sale quickly to prevent wasting too much of Gavin's time. 
D) Tanya should take time to learn about Gavin's personal and work life before giving a brief overview of the product she is selling. 
E) Tanya should give a well-organized presentation with extensive documentation and avoid pressuring Gavin to make a quick decision.

Question 11

A salesperson with low dominance who is selling to a customer with high dominance may run the risk of:

Accepted Answer

A) intimidating the customer into buying 
B) focusing on features instead of benefits tailored to the customer 
C) being afraid to speak to the customer 
D) letting the customer drive the closing process instead of the salesperson guiding it 
E) losing the sale if the customer thinks the salesperson does not have product knowledge 
A) intimidating the customer into buying 
B) focusing on features instead of benefits tailored to the customer 
C) being afraid to speak to the customer 
D) letting the customer drive the closing process instead of the salesperson guiding it 
E) losing the sale if the customer thinks the salesperson does not have product knowledge

Question 12

CRM software can most likely help a salesperson to do all of the following EXCEPT:

Accepted Answer

A) remember the names of the customer's family members 
B) develop a partnering relationship with the customer 
C) track which products a customer prefers to purchase 
D) shift the customer from a reflective to emotive style 
E) adapt to the customer's communication style 
A) remember the names of the customer's family members 
B) develop a partnering relationship with the customer 
C) track which products a customer prefers to purchase 
D) shift the customer from a reflective to emotive style 
E) adapt to the customer's communication style

Question 13

Describe the difference between lower dominance and higher dominance.

Accepted Answer

Lower dominance describes people who ten

Question 14

For each person,one of the four styles is usually:

Accepted Answer

A) dominant but hidden 
B) dominant and easily detectable 
C) dominant and problematic 
D) recessive and easily detectable 
E) recessive and transitional 
A) dominant but hidden 
B) dominant and easily detectable 
C) dominant and problematic 
D) recessive and easily detectable 
E) recessive and transitional

Question 15

Communication style does not affect other people's perceptions of us.

Accepted Answer

A) True 
 B)False

Question 16

The combination of high dominance and low sociability defines a style known as:

Accepted Answer

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

Question 17

________ is communicating in a way more readily understood by and more agreeable to persons of another communication style.

Accepted Answer

The answer of ________ is communicating in a way more...

Question 18

If your customer's preferred communication style is directive,you should keep the relationship as businesslike as possible.

Accepted Answer

A) True 
 B)False

Question 19

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling. It would most likely be harmful to the sales process to have an emotive sales representative if the:

Accepted Answer

A) customer is low on the sociability continuum 
B) customer is high on the sociability continuum 
C) product being sold is viewed as costly by the customer 
D) product being sold is in the mature stage of the product life cycle 
E) salesperson engages in style flexing to accommodate the customer's needs 
A) customer is low on the sociability continuum 
B) customer is high on the sociability continuum 
C) product being sold is viewed as costly by the customer 
D) product being sold is in the mature stage of the product life cycle 
E) salesperson engages in style flexing to accommodate the customer's needs

Question 20

Salespeople should use the tactic of style flexing with customers and prospects because:

Accepted Answer

A) it is a breach of etiquette to speak more or less than your customer does in a sales meeting 
B) a prospect will not buy from someone who presents as more dominant than the prospect is 
C) it is the C for courtesy in the CARE model 
D) people like to do business with others they perceive as being similar to themselves 
E) it is unethical to use the power differential in different communication styles to close a sale 
A) it is a breach of etiquette to speak more or less than your customer does in a sales meeting 
B) a prospect will not buy from someone who presents as more dominant than the prospect is 
C) it is the C for courtesy in the CARE model 
D) people like to do business with others they perceive as being similar to themselves 
E) it is unethical to use the power differential in different communication styles to close a sale

The combination of low dominance and low sociability defines a communication style known as:

The zones in the communication-style model might be thought of as"intensity zones."

The theory of behavioral- or communication-style bias is based on a number of underlying principles. List the principles.

The four-style communication model described in the text is:

Tone of voice can be a clue to identifying a customer's communication style.

If you have a preferred communication style,you will most likely:

In a selling situation,the reflective customer wants plenty of facts presented as rapidly as possible.

Communication style is based on a combination of hereditary and environmental factors.

What is the Platinum Rule and how do communication styles relate to it?

A salesperson with low dominance who is selling to a customer with high dominance may run the risk of:

CRM software can most likely help a salesperson to do all of the following EXCEPT:

Describe the difference between lower dominance and higher dominance.

For each person,one of the four styles is usually:

Communication style does not affect other people's perceptions of us.

The combination of high dominance and low sociability defines a style known as:

________ is communicating in a way more readily understood by and more agreeable to persons of another communication style.

If your customer's preferred communication style is directive,you should keep the relationship as businesslike as possible.

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling. It would most likely be harmful to the sales process to have an emotive sales representative if the:

Salespeople should use the tactic of style flexing with customers and prospects because:

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

The combination of low dominance and low sociability defines a communication style known as:

The zones in the communication-style model might be thought of as"intensity zones."

The theory of behavioral- or communication-style bias is based on a number of underlying principles. List the principles.

The four-style communication model described in the text is:

Tone of voice can be a clue to identifying a customer's communication style.

If you have a preferred communication style,you will most likely:

In a selling situation,the reflective customer wants plenty of facts presented as rapidly as possible.

Communication style is based on a combination of hereditary and environmental factors.

What is the Platinum Rule and how do communication styles relate to it?

A salesperson with low dominance who is selling to a customer with high dominance may run the risk of:

CRM software can most likely help a salesperson to do all of the following EXCEPT:

Describe the difference between lower dominance and higher dominance.

For each person,one of the four styles is usually:

Communication style does not affect other people's perceptions of us.

The combination of high dominance and low sociability defines a style known as:

________ is communicating in a way more readily understood by and more agreeable to persons of another communication style.

If your customer's preferred communication style is directive,you should keep the relationship as businesslike as possible.

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling. It would most likely be harmful to the sales process to have an emotive sales representative if the:

Salespeople should use the tactic of style flexing with customers and prospects because:

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