Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A)  communication bias 
B)  emotional index 
C)  sensitivity scale 
D)  excess zone 
E)  sociability continuum 
A)  communication bias 
B)  emotional index 
C)  sensitivity scale 
D)  excess zone 
E)  sociability continuum

Question 3

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

Accepted Answer

The answer of ________ can be defined as the tendency...

Question 4

"Behavior style" and "social style" are other ways of referring to:

Accepted Answer

A)  communication style 
B)  emotive style 
C)  directive style 
D)  higher dominance 
E)  lower dominance 
A)  communication style 
B)  emotive style 
C)  directive style 
D)  higher dominance 
E)  lower dominance

Question 5

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 6

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?

Accepted Answer

A)  Craig should consider lowering the prices he offers to this buyer from the beginning in order to make the sale. 
B)  Craig should consider presenting features instead of benefits, since the buyer will not respond to anything emotional. 
C)  Craig should consider advanced information-gathering to discover what the buyer's hobbies and interests are to be able to discuss them at the first sales call. 
D)  Craig should consider pulling back on the relationship-building moves, since the buyer is not interested in personal rapport. 
E)  Craig should consider waiting longer to ask for the close than he usually does to give the buyer adequate time to think thoroughly through the decision. 
A)  Craig should consider lowering the prices he offers to this buyer from the beginning in order to make the sale. 
B)  Craig should consider presenting features instead of benefits, since the buyer will not respond to anything emotional. 
C)  Craig should consider advanced information-gathering to discover what the buyer's hobbies and interests are to be able to discuss them at the first sales call. 
D)  Craig should consider pulling back on the relationship-building moves, since the buyer is not interested in personal rapport. 
E)  Craig should consider waiting longer to ask for the close than he usually does to give the buyer adequate time to think thoroughly through the decision.

Question 7

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

Accepted Answer

A) True 
 B)False

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

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

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

"Behavior style" and "social style" are other ways of referring to:

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

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

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

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

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

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

"Behavior style" and "social style" are other ways of referring to:

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

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

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