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

A customer is rude to the salesperson during sales calls,requests additional research and market data,and refuses to accept courtesy calls from the salesperson. However,the customer places several large orders for the product from the salesperson. Which statement best explains the customer's discordant behavior?

Which of the following statements regarding communications-style bias is most likely true?

Emotive customers are frank,demanding,serious,and opinionated.

The words"aloof"and"stuffy"describe which side of which of the following styles?

A customer who is higher in dominance tends to do which of the following?

The psychological continuum and the sociability continuum are the two main components that form the communication-style model.

________ can be defined as the tendency to control or prevail over others.

A customer who takes the social initiative in most cases and expresses feelings openly is displaying characteristics of which of the following styles?

People who display their emotions with less intensity are said to be in:

Adapting to the customer's preferred communication style can enhance sales performance.

Which term refers to the degree to which a salesperson is perceived as developing and maintaining buyer comfort throughout the sales process?

The scale designed to measure the amount of control we exert over our emotional expressiveness is the:

Which of the following is a major principle supporting communication style theory?

On the communication style grid,the two communication styles with low dominance are reflective and supportive. Salespeople with these two communication styles would be best suited for sales situations in which:

The ________ communication style combines high sociability and high dominance.