Question 1

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

Question 2

If you have a preferred communication style,you will most likely:

Accepted Answer

A) use that style exclusively 
B) change that style as you grow older 
C) display other communication styles at times 
D) be unable to understand people with other styles 
E) need to maintain that habitual style in all contexts 
A) use that style exclusively 
B) change that style as you grow older 
C) display other communication styles at times 
D) be unable to understand people with other styles 
E) need to maintain that habitual style in all contexts

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

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 5

Communication style is an important aspect of our personality.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) Communication-style bias is quite rare. 
B) Communication-style bias can manifest as a general feeling of discomfort with another person. 
C) Communication-style bias is commonly understood in our society 
D) Communication-style bias will not surface between two people with the same communication style. 
E) Communication-style bias will make a consulting sales relationship impossible. 
A) Communication-style bias is quite rare. 
B) Communication-style bias can manifest as a general feeling of discomfort with another person. 
C) Communication-style bias is commonly understood in our society 
D) Communication-style bias will not surface between two people with the same communication style. 
E) Communication-style bias will make a consulting sales relationship impossible.

Question 7

A customer who is lower in dominance would most likely be:

Accepted Answer

A) deliberate 
B) hurried 
C) talkative 
D) cooperative 
E) decisive 
A) deliberate 
B) hurried 
C) talkative 
D) cooperative 
E) decisive

Question 8

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

Accepted Answer

A) the Excess Zone 
B) Zone One 
C) Zone Two 
D) the Flex Zone 
E) the Bias Zone 
A) the Excess Zone 
B) Zone One 
C) Zone Two 
D) the Flex Zone 
E) the Bias Zone

Question 9

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

Accepted Answer

A) maturity 
B) intensity 
C) predictability 
D) flexibility 
E) adaptability 
A) maturity 
B) intensity 
C) predictability 
D) flexibility 
E) adaptability

Question 10

When we move into the excess zone,which of the following usually happens?

Accepted Answer

A) Stress levels decrease. 
B) Style flexing decreases. 
C) Style flexing increases. 
D) Speech becomes more cautious. 
E) Speech becomes erratic and slurred. 
A) Stress levels decrease. 
B) Style flexing decreases. 
C) Style flexing increases. 
D) Speech becomes more cautious. 
E) Speech becomes erratic and slurred.

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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 13

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 14

Tone of voice can be a clue to identifying a customer's communication style.

Accepted Answer

A) True 
 B)False

Question 15

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 16

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

Accepted Answer

A) rigidity 
B) sensitivity 
C) maturity 
D) believability 
E) versatility 
A) rigidity 
B) sensitivity 
C) maturity 
D) believability 
E) versatility

Question 17

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

Question 18

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

Accepted Answer

A) zone one 
B) zone two 
C) zone three 
D) zone four 
E) the excess zone 
A) zone one 
B) zone two 
C) zone three 
D) zone four 
E) the excess zone

Question 19

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 20

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

Accepted Answer

A) True 
 B)False

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

If you have a preferred communication style,you will most likely:

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

Communication style is an important aspect of our personality.

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

A customer who is lower in dominance would most likely be:

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

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

When we move into the excess zone,which of the following usually happens?

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

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

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

Tone of voice can be a clue to identifying a customer's communication style.

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?

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

The immature characteristics of each style can most likely:

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

Relative to Americans,Canadians are more likely to be:

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

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

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

If you have a preferred communication style,you will most likely:

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

Communication style is an important aspect of our personality.

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

A customer who is lower in dominance would most likely be:

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

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

When we move into the excess zone,which of the following usually happens?

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

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

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

Tone of voice can be a clue to identifying a customer's communication style.

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?

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

The immature characteristics of each style can most likely:

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

Relative to Americans,Canadians are more likely to be:

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

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