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

In the communication-style model,people who fall into zone two display their unique behavior characteristics with less intensity than in zone one.

Jared James is a top salesperson at a leading manufacturer of agricultural machinery parts. He is a classic directive: decisive,fact-oriented,direct,and focused on closing the deal. He understands the importance of style flexing,however,as not all buyers respond to the directive style. Jared has been thinking about how to approach a new client,Alex Doyle,who is a buyer for a huge combine manufacturer. Alex has a supportive style. What adjustments should Jared make in his usual mode of communicating?

A sales manager is writing the script for his salespeople to follow when approaching new potential clients. What part of the process is most important for the manager to leave open for sales reps to flex according to the communications style of the prospective client?

Communication-style bias is most likely to occur when a salesperson:

Style flexing is the deliberate attempt to accommodate the needs of your customer.

Craig is a classic emotive salesperson-friendly,interested in people,excited about the product he sells,and ready to sell to anyone who wants to buy. His sales manager cautions him to consider how he will approach the buyer for a major client,who is known to be blunt,humorless,and focused only on quality assurance reports and pricing. What aspect of Craig's normal approach should he consider altering the most?

The idea that the characteristics that make others respect you can also make others frustrated with you is called the ________ paradox.

When a reflective salesperson moves into the excess zone,he or she is apt to:

Which combination of communication styles between salesperson and customer will likely result in a good relationship,but will LEAST likely lead to a firm sale?

Which style flexing technique is most appropriate for a salesperson to use in the presence of an emotive customer?

An effective and practical way to minimize communication-style bias is to:

If the prospect's most preferred communication style is reflective,the salesperson should avoid actions that are too informal.

A salesperson is required by his employer to use a script when making a sales presentation. The script includes standard jokes and repeated attempts at relationship building,plus a rapid close to the sale. The salesperson recognizes that a potential client has a reflective communication style and may be offended by some of the elements in the script. What should the salesperson do?

The quadrant model of communication styles assumes that most people:

A salesperson who is having trouble determining his own communication style most likely falls into:

Eli's position at Global-Mach involves purchasing complex manufacturing components,making decisions based on technical data,and creating detailed,scientific reports. Although Eli is very effective at his job,he experiences significant difficulty when engaging in communication with the highly sociable salesperson who services the account. When the salesperson wants to discuss personal matters,Eli appears aloof,reserved,and preoccupied. Eli most likely has a(n)________ communication style.

________ is the degree to which a salesperson is perceived as developing and maintaining buyer comfort throughout the sales process.

Zone one,zone two,and the excess zone are used to describe which dimension of our communication styles?

For a salesperson,why is style flexing more important in consultative sales than in transactional sales?

Changing sales behaviors in order to improve communication with the customer is known as ________.