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

The situation where a sales person is rigid in her communication style and cannot adapt it to suite the customer's style is referred to as communication-style bias.

Sociability reflects the amount of control we exert over our emotional expressiveness.

The communication style most in danger of drifting into the excess zone is:

Bob has been described as having a Directive style.Bob has:

Desmond wants to be able to adapt his communication style in order to accommodate the needs of other people.Desmond is:

When a Reflective salesperson moves into the excess zone,he or she is apt to:

Sally was sure she was going to close a deal with the ABC company president,Mr.Jones.She presented the facts fast and focused,and stuck to business.Mr.Jones wanted to have coffee and inquired how she enjoyed her position.She declined coffee and avoided his question.She did not make the sale because of what communication-style bias?

Which communication style is "more favorable" for a successful career in selling?

To sell effectively to Emotives,Alyson must:

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

___________ people tend to curb emotional expression and are less likely to display warmth openly.

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

Suzie has strong opinions on issues; she is frank,assertive and demanding.When she meets her customer Simon,she tries to temper her opinions and becomes less rushed in her verbal and non-verbal communication.It can be said that Suzy is using:

Mohamed is having difficulty forming a positive opinion of the sales representative that services his store.He finds it difficult to understand how she develops her views.Mohamed is experiencing:

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

If your customer's most preferred communication style is Directive,you should keep the relationship as business-like as possible.

How does understanding the customer's communication style improve the salesperson's relationship-management skill?

__________ is communicating in a way more readily understood by and more agreeable to persons of another communication style.

Kaitlyn has been described as a "take charge" sales representative.Her style model would be:

The psychological continuum and sociability continuum are combined to form the communication-style model.