Question 1

The ________ communication style combines high sociability and high dominance.

Accepted Answer

The answer of The ________ communication style combines high sociability...

Question 2

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 3

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.

Accepted Answer

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

Question 4

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 5

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

Question 6

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

Accepted Answer

A)  sociability 
B)  dominance 
C)  strength-weakness 
D)  flexing 
E)  communication-bias 
A)  sociability 
B)  dominance 
C)  strength-weakness 
D)  flexing 
E)  communication-bias

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

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?

Accepted Answer

A)  directive salesperson with directive customer 
B)  directive salesperson with supportive customer 
C)  supportive salesperson with supportive customer 
D)  supportive salesperson with reflective customer 
E)  reflective salesperson with emotive customer 
A)  directive salesperson with directive customer 
B)  directive salesperson with supportive customer 
C)  supportive salesperson with supportive customer 
D)  supportive salesperson with reflective customer 
E)  reflective salesperson with emotive customer

Question 9

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

Question 10

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?

Accepted Answer

A)  asking for the close 
B)  presenting the benefits of the services 
C)  developing rapport with the prospective client 
D)  presenting the pricing structure 
E)  discovering the prospective client's needs 
A)  asking for the close 
B)  presenting the benefits of the services 
C)  developing rapport with the prospective client 
D)  presenting the pricing structure 
E)  discovering the prospective client's needs

Question 11

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

Question 12

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

Accepted Answer

The answer of Changing sales behaviors in order to improve...

Question 13

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

Accepted Answer

A)  Cite research and statistics. 
B)  Avoid an open display of enthusiasm. 
C)  Avoid wasting time on rapport-building. 
D)  Take a slow, business-like, and formal approach. 
E)  Provide support for the customer's opinions and ideas. 
A)  Cite research and statistics. 
B)  Avoid an open display of enthusiasm. 
C)  Avoid wasting time on rapport-building. 
D)  Take a slow, business-like, and formal approach. 
E)  Provide support for the customer's opinions and ideas.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Describe the difference between lower dominance and higher dominance.

Accepted Answer

Lower dominance describes people who ten

Question 16

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 17

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 18

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

Accepted Answer

A) True 
 B)False

Question 19

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 U.S. 
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 U.S. 
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 20

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

The ________ communication style combines high sociability and high dominance.

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

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

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

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

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

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?

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

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?

Relative to Americans,Canadians are more likely to be:

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

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

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

Describe the difference between lower dominance and higher dominance.

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

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

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

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

The immature characteristics of each style can most likely:

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 ________ communication style combines high sociability and high dominance.

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

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

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

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

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

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?

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

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?

Relative to Americans,Canadians are more likely to be:

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

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

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

Describe the difference between lower dominance and higher dominance.

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

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

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

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

The immature characteristics of each style can most likely:

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