Question 1

An effective and practical way to minimize communication-style bias is to:

Accepted Answer

A) choose customers based on their communication styles 
B) write presentation materials that appeal to all communication styles 
C) send trained communicators to talk to customers with unfamiliar styles 
D) adapt your style to the way the customer communicates 
E) focus more on the content of sales presentations than on message delivery 
A) choose customers based on their communication styles 
B) write presentation materials that appeal to all communication styles 
C) send trained communicators to talk to customers with unfamiliar styles 
D) adapt your style to the way the customer communicates 
E) focus more on the content of sales presentations than on message delivery

Question 2

In the communication-style model,people who fall into zone two display their unique behavior characteristics with less intensity than in zone one.

Accepted Answer

A) True 
 B)False

Question 3

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 4

Jared James is a top salesperson at a leading manufacturer of agricultural machinery parts.He is a classic directive: decisive,fact-oriented,direct,and focused on closing the deal.He understands the importance of style flexing,however,as not all buyers respond to the directive style.Jared has been thinking about how to approach a new client,Alex Doyle,who is a buyer for a huge combine manufacturer.Alex has a supportive style.What adjustments should Jared make in his usual mode of communicating?

Accepted Answer

A) Jared should focus more on benefits and less on facts in his sales presentation to Alex. 
B) Jared should make an effort to develop rapport with Alex and plan for several conversations before he attempts to close the sale. 
C) Jared should take Alex out for dinner at a high-profile restaurant so they can develop a personal relationship before he begins to talk about the product. 
D) Jared should be sure he has the facts to back up any claims he makes to Alex,and consider sending Alex the research and quality-control reports before their first meeting so Alex can examine the documentation. 
E) Jared should hang back to let Alex guide the conversation during sales calls so that Alex doesn't feel overwhelmed by Jared's blunt presentation style. 
A) Jared should focus more on benefits and less on facts in his sales presentation to Alex. 
B) Jared should make an effort to develop rapport with Alex and plan for several conversations before he attempts to close the sale. 
C) Jared should take Alex out for dinner at a high-profile restaurant so they can develop a personal relationship before he begins to talk about the product. 
D) Jared should be sure he has the facts to back up any claims he makes to Alex,and consider sending Alex the research and quality-control reports before their first meeting so Alex can examine the documentation. 
E) Jared should hang back to let Alex guide the conversation during sales calls so that Alex doesn't feel overwhelmed by Jared's blunt presentation style.

Question 5

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

Accepted Answer

A) Individual differences exist but are negligible in business conversations. 
B) Successful business and social relationships require identical styles. 
C) There are unlimited communication styles that are unique to each person. 
D) Individual style differences change constantly. 
E) A communication style is a way of thinking and behaving. 
A) Individual differences exist but are negligible in business conversations. 
B) Successful business and social relationships require identical styles. 
C) There are unlimited communication styles that are unique to each person. 
D) Individual style differences change constantly. 
E) A communication style is a way of thinking and behaving.

Question 6

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling.It would most likely be harmful to the sales process to have an emotive sales representative if the:

Accepted Answer

A) customer is low on the sociability continuum 
B) customer is high on the sociability continuum 
C) product being sold is viewed as costly by the customer 
D) product being sold is in the mature stage of the product life cycle 
E) salesperson engages in style flexing to accommodate the customer's needs 
A) customer is low on the sociability continuum 
B) customer is high on the sociability continuum 
C) product being sold is viewed as costly by the customer 
D) product being sold is in the mature stage of the product life cycle 
E) salesperson engages in style flexing to accommodate the customer's needs

Question 7

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:

Accepted Answer

A) the product is simple to understand so the salespeople don't have to spend much time with potential clients 
B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client 
C) the customers understand the low dominance of the salespeople and are willing to work with them despite their communication differences 
D) the customers are all reflective or supportive communication styles 
E) the salespeople are not required to have direct contact with potential clients 
A) the product is simple to understand so the salespeople don't have to spend much time with potential clients 
B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client 
C) the customers understand the low dominance of the salespeople and are willing to work with them despite their communication differences 
D) the customers are all reflective or supportive communication styles 
E) the salespeople are not required to have direct contact with potential clients

An effective and practical way to minimize communication-style bias is to:

In the communication-style model,people who fall into zone two display their unique behavior characteristics with less intensity than in zone one.

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?

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling.It would most likely be harmful to the sales process to have an emotive sales representative if the:

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:

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

An effective and practical way to minimize communication-style bias is to:

In the communication-style model,people who fall into zone two display their unique behavior characteristics with less intensity than in zone one.

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?

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling.It would most likely be harmful to the sales process to have an emotive sales representative if the:

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:

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