Question 1

Matching
-The least intensive and rigid zone is

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 15 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 15 M

Question 2

Matching
-Like to expresses emotional opinions

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 6 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 6 E

Question 3

Matching
-Amount of control we exert over our emotional expressiveness

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 3 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 3 C

Question 4

Matching
-Ability to minimize communication-style bias is called

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 14 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 14

Question 5

Matching
-A word that could aptly describe emotives is

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 11 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 11

Question 6

Matching
-In the excess zone, may become outspoken to the point of being offensive

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 7 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 7

Question 7

Matching
-In the excess zone, may become dictatorial

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 8 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 8

Question 8

Matching
-A strategy to better manage your selling relationship

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 5 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 5

Question 9

Matching
-In the excess zone, may agree with everyone

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 10 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 10

Question 10

Matching
-Tendency to control over others

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 2 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 2

Question 11

Matching
-tendency to drift into the excess zone is caused by

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 13 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 13

Question 12

Matching
-Is a barrier to success in selling

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 4 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 4

Question 13

Matching
-It is more difficult to get to know people with

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 12 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 12

Question 14

Matching
-Adapting your communication style to suit your customer's style

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 1 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 1

Question 15

Matching
-In the excess zone, may be overly interested in details

Accepted Answer

A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 9 
A)  style-flexing 
B)  dominance continuum 
C)  sociability continuum 
D)  communication-style bias 
E)  emotive
F) directive
G) reflective
H) supportive
I) spontaneous
J) reflective communication style.
K) stress.
L) versatility.
M) zone 9

Matching -The least intensive and rigid zone is

Matching -Like to expresses emotional opinions

Matching -Amount of control we exert over our emotional expressiveness

Matching -Ability to minimize communication-style bias is called

Matching -A word that could aptly describe emotives is

Matching -In the excess zone, may become outspoken to the point of being offensive

Matching -In the excess zone, may become dictatorial

Matching -A strategy to better manage your selling relationship

Matching -In the excess zone, may agree with everyone

Matching -Tendency to control over others

Matching -tendency to drift into the excess zone is caused by

Matching -Is a barrier to success in selling

Matching -It is more difficult to get to know people with

Matching -Adapting your communication style to suit your customer's style

Matching -In the excess zone, may be overly interested in details

Relationship Selling Opportunities in the Information Economy

Management of the Sales Force

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Ethics: The Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

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Exam 4: Communication Styles: A Key to Adaptive Selling Today