Question 1

Your communication-style can be determined by:

Accepted Answer

A) doing a self-rating. 
B) asking people who are not very familiar with you to evaluate you. 
C) doing a 360 degree performance review. 
D) asking your sub-ordinates to rate you. 
E) asking a communications expert to evaluate you. 
A) doing a self-rating. 
B) asking people who are not very familiar with you to evaluate you. 
C) doing a 360 degree performance review. 
D) asking your sub-ordinates to rate you. 
E) asking a communications expert to evaluate you.

Question 2

A purchasing agent was overheard saying,"I don't know what it is,but I just don't like that sales representative".The purchasing agent is most likely experiencing:

Accepted Answer

A) intensity bias. 
B) relationship bias. 
C) personality conflict bias. 
D) emotional intelligence bias. 
E) communication-style bias. 
A) intensity bias. 
B) relationship bias. 
C) personality conflict bias. 
D) emotional intelligence bias. 
E) communication-style bias.

Question 3

Which of the following is an accurate statement regarding the communication-style model?

Accepted Answer

A) It is based on three important dimensions of human behavior. 
B) It reflects research conducted in the late 1970s. 
C) It discusses sixteen personality types. 
D) It is composed of four distinct quadrants,each representing a major communication style. 
E) It is composed of six distinct quadrants,each representing a major dimension of human behavior. 
A) It is based on three important dimensions of human behavior. 
B) It reflects research conducted in the late 1970s. 
C) It discusses sixteen personality types. 
D) It is composed of four distinct quadrants,each representing a major communication style. 
E) It is composed of six distinct quadrants,each representing a major dimension of human behavior.

Question 4

When a sales person with a Supportive style of communication is dealing with a customer with Emotive communication style she should use adaptive selling.

Accepted Answer

A) True 
 B)False

Question 5

Reflective individuals:

Accepted Answer

A) are outspoken and expressive. 
B) want to create social relationships. 
C) tend to reflect but rely on others' opinions.. 
D) like to dominate over others 
E) gather all information before forming an opinion. 
A) are outspoken and expressive. 
B) want to create social relationships. 
C) tend to reflect but rely on others' opinions.. 
D) like to dominate over others 
E) gather all information before forming an opinion.

Question 6

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

Accepted Answer

A) our strengths tend to become weaknesses 
B) style flexing increases 
C) we say and do things which threaten interpersonal relations 
D) style flexing decreases 
E) our weaknesses tend to become strengths 
A) our strengths tend to become weaknesses 
B) style flexing increases 
C) we say and do things which threaten interpersonal relations 
D) style flexing decreases 
E) our weaknesses tend to become strengths

Question 7

Communication-style bias is a:

Accepted Answer

A) rare problem in selling. 
B) common problem in selling. 
C) problem that never occurs. 
D) problem that cannot be overcome. 
E) is a personality disorder. 
A) rare problem in selling. 
B) common problem in selling. 
C) problem that never occurs. 
D) problem that cannot be overcome. 
E) is a personality disorder.

Question 8

An individual with the Directive communication style is better suited for a career in sales than a person with the Reflective style.

Accepted Answer

A) True 
 B)False

Question 9

Is adaptive selling the same as communication style-flexing?

Accepted Answer

Adaptive selling is defined as altering

Question 10

Our least preferred communication style represents a source of untapped strength that can be used to increase sales.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

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

Accepted Answer

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

Question 13

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

Accepted Answer

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

Question 14

Clues to a customer's communication style include all except:

Accepted Answer

A) physical stature 
B) tone of voice 
C) gestures 
D) facial expressions 
E) personality 
A) physical stature 
B) tone of voice 
C) gestures 
D) facial expressions 
E) personality

Question 15

People from different cultures have different communication styles.

Accepted Answer

A) True 
 B)False

Question 16

Scott has been described as having a Reflective style.He has:

Accepted Answer

A) high dominance/high sociability 
B) high communication-style flexing skills 
C) high dominance/low sociability 
D) low dominance/high sociability 
E) low dominance/low sociability 
A) high dominance/high sociability 
B) high communication-style flexing skills 
C) high dominance/low sociability 
D) low dominance/high sociability 
E) low dominance/low sociability

Question 17

Directive people generally:

Accepted Answer

A) take charge of some facet of the operation. 
B) take charge of every facet of the operation. 
C) delegate some responsibility to someone else. 
D) have low communication-style flexing skills. 
E) delegate all responsibility to someone else. 
A) take charge of some facet of the operation. 
B) take charge of every facet of the operation. 
C) delegate some responsibility to someone else. 
D) have low communication-style flexing skills. 
E) delegate all responsibility to someone else.

Question 18

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

Accepted Answer

A) emotional index. 
B) a Myers-Briggs matrix. 
C) sensitivity scale. 
D) sociability continuum. 
E) excess zone. 
A) emotional index. 
B) a Myers-Briggs matrix. 
C) sensitivity scale. 
D) sociability continuum. 
E) excess zone.

Question 19

Most successful sales people seem to possess the ________ communication-style.

Accepted Answer

A) directive and supportive. 
B) reflective and emotive. 
C) emotive and directive. 
D) supportive and reflective. 
E) directive,supportive,emotive and reflective. 
A) directive and supportive. 
B) reflective and emotive. 
C) emotive and directive. 
D) supportive and reflective. 
E) directive,supportive,emotive and reflective.

Question 20

Our ability to minimize communication-style bias is called:

Accepted Answer

A) versatility. 
B) adaptability. 
C) emotional intelligence. 
D) communication based intelligence. 
E) style-flexing. 
A) versatility. 
B) adaptability. 
C) emotional intelligence. 
D) communication based intelligence. 
E) style-flexing.

Your communication-style can be determined by:

A purchasing agent was overheard saying,"I don't know what it is,but I just don't like that sales representative".The purchasing agent is most likely experiencing:

Which of the following is an accurate statement regarding the communication-style model?

When a sales person with a Supportive style of communication is dealing with a customer with Emotive communication style she should use adaptive selling.

Reflective individuals:

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

Communication-style bias is a:

An individual with the Directive communication style is better suited for a career in sales than a person with the Reflective style.

Is adaptive selling the same as communication style-flexing?

Our least preferred communication style represents a source of untapped strength that can be used to increase sales.

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

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

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

Clues to a customer's communication style include all except:

People from different cultures have different communication styles.

Scott has been described as having a Reflective style.He has:

Directive people generally:

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

Most successful sales people seem to possess the ________ communication-style.

Our ability to minimize communication-style bias is called:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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 4: Communication Styles: a Key to Adaptive Selling Today

Your communication-style can be determined by:

A purchasing agent was overheard saying,"I don't know what it is,but I just don't like that sales representative".The purchasing agent is most likely experiencing:

Which of the following is an accurate statement regarding the communication-style model?

When a sales person with a Supportive style of communication is dealing with a customer with Emotive communication style she should use adaptive selling.

Reflective individuals:

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

Communication-style bias is a:

An individual with the Directive communication style is better suited for a career in sales than a person with the Reflective style.

Is adaptive selling the same as communication style-flexing?

Our least preferred communication style represents a source of untapped strength that can be used to increase sales.

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

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

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

Clues to a customer's communication style include all except:

People from different cultures have different communication styles.

Scott has been described as having a Reflective style.He has:

Directive people generally:

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

Most successful sales people seem to possess the ________ communication-style.

Our ability to minimize communication-style bias is called:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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