Question 1

Adapting to the customer's preferred communication style can enhance sales performance.

Accepted Answer

A) True 
 B)False

Question 2

Knowing and applying communication styles in selling enables you to ________ the relationship.

Accepted Answer

The answer of Knowing and applying communication styles in selling...

Question 3

Recording a customer's communication style in CRM software can help a salesperson:

Accepted Answer

A) remember the names of the customer's children and spouse 
B) ask another salesperson with the customer's communication style to call the customer 
C) know which products a customer will buy and won't buy 
D) remember to adapt his or her style when calling the customer 
E) avoid customers that have different communication styles 
A) remember the names of the customer's children and spouse 
B) ask another salesperson with the customer's communication style to call the customer 
C) know which products a customer will buy and won't buy 
D) remember to adapt his or her style when calling the customer 
E) avoid customers that have different communication styles

Question 4

The quadrant model of communication styles assumes that all people:

Accepted Answer

A) understand the quadrant model well enough to choose their point on the quadrant 
B) fit into four discrete,unchanging categories and can be easily assessed in that category by others 
C) change from quadrant to quadrant somewhat regularly 
D) are aware of their communication style and can alter it depending on the situation 
E) have a relatively consistent point on both the dominance and sociability continuums 
A) understand the quadrant model well enough to choose their point on the quadrant 
B) fit into four discrete,unchanging categories and can be easily assessed in that category by others 
C) change from quadrant to quadrant somewhat regularly 
D) are aware of their communication style and can alter it depending on the situation 
E) have a relatively consistent point on both the dominance and sociability continuums

Question 5

The idea that the characteristics that make others respect you can also make others frustrated with you is called:

Accepted Answer

A) sociability paradox 
B) dominance paradox 
C) strength-weakness paradox 
D) flexing paradox 
E) communication paradox 
A) sociability paradox 
B) dominance paradox 
C) strength-weakness paradox 
D) flexing paradox 
E) communication paradox

Question 6

Which of the following statements regarding communications-style bias is 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

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

Accepted Answer

A) express highly emotional opinions 
B) become extremely competitive 
C) agree with everyone 
D) avoid making decisions 
E) make rash decisions 
A) express highly emotional opinions 
B) become extremely competitive 
C) agree with everyone 
D) avoid making decisions 
E) make rash decisions

Question 8

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

Accepted Answer

A) Cite research and statistics. 
B) Avoid an open display of enthusiasm. 
C) Avoid too much informality. 
D) Decrease your assertiveness. 
E) Provide support for the customer's opinions and ideas. 
A) Cite research and statistics. 
B) Avoid an open display of enthusiasm. 
C) Avoid too much informality. 
D) Decrease your assertiveness. 
E) Provide support for the customer's opinions and ideas.

Question 9

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) The most successful business and social relationships are those between 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) The most successful business and social relationships are those between 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 10

A customer who displays the reflective communication style can accurately be described as:

Accepted Answer

A) reserved 
B) sensitive 
C) frank 
D) sociable 
E) malleable 
A) reserved 
B) sensitive 
C) frank 
D) sociable 
E) malleable

Question 11

A customer who combines low dominance and high sociability displays which of the following styles?

Accepted Answer

A) emotive 
B) supportive 
C) directive 
D) reflective 
E) communicative 
A) emotive 
B) supportive 
C) directive 
D) reflective 
E) communicative

Question 12

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 13

Which combination of communication styles between salesperson and customer will likely result in a good relationship,but may not develop into a firm sale?

Accepted Answer

A) Directive salesperson with Directive customer 
B) Directive salesperson with Supportive customer 
C) Supportive salesperson with Supportive customer 
D) Supportive salesperson with Reflective customer 
E) Reflective salesperson with Emotive customer 
A) Directive salesperson with Directive customer 
B) Directive salesperson with Supportive customer 
C) Supportive salesperson with Supportive customer 
D) Supportive salesperson with Reflective customer 
E) Reflective salesperson with Emotive customer

Question 14

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 dominance continuum 
E) the sociability continuum 
A) the Excess Zone 
B) Zone One 
C) Zone Two 
D) the dominance continuum 
E) the sociability continuum

Question 15

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 16

The four-style model is:

Accepted Answer

A) popular and taught in many different training programs 
B) useful only for training purposes 
C) limited in its usefulness in the real world 
D) the basis for customer strategy 
E) copyrighted and may only be used as an assessment by licensed practitioners 
A) popular and taught in many different training programs 
B) useful only for training purposes 
C) limited in its usefulness in the real world 
D) the basis for customer strategy 
E) copyrighted and may only be used as an assessment by licensed practitioners

Question 17

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 is composed of four distinct quadrants,each representing a major communication style. 
D) It is composed of six distinct quadrants,each representing a major dimension of human behavior. 
E) It predicts which types of clients salespeople will have interests in common with. 
A) It is based on three important dimensions of human behavior. 
B) It reflects research conducted in the late 1970s. 
C) It is composed of four distinct quadrants,each representing a major communication style. 
D) It is composed of six distinct quadrants,each representing a major dimension of human behavior. 
E) It predicts which types of clients salespeople will have interests in common with.

Question 18

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 19

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling.In what ways could it actually be harmful to the sales process for a sales rep to be an Emotive?

Accepted Answer

A) If the customer is low on the sociability continuum,the high sociability of the Emotive could put the customer off and make the customer suspicious of the emotive salesperson. 
B) If the customer is also an Emotive,the salesperson and customer could be too similar in style and could become friends instead of business partners. 
C) Emotives tend to sell customers products they don't need,and this jeopardizes future sales. 
D) If the salesperson does not understand what it means to be an Emotive,the salesperson can embody the negative qualities of the Emotive instead of the positive characteristics in personal relationships. 
E) If the salesperson is not 100% confident in the products he sells,he can talk the prospect into buying something inferior to other similar products on the market. 
A) If the customer is low on the sociability continuum,the high sociability of the Emotive could put the customer off and make the customer suspicious of the emotive salesperson. 
B) If the customer is also an Emotive,the salesperson and customer could be too similar in style and could become friends instead of business partners. 
C) Emotives tend to sell customers products they don't need,and this jeopardizes future sales. 
D) If the salesperson does not understand what it means to be an Emotive,the salesperson can embody the negative qualities of the Emotive instead of the positive characteristics in personal relationships. 
E) If the salesperson is not 100% confident in the products he sells,he can talk the prospect into buying something inferior to other similar products on the market.

Question 20

For each person,one of the four styles is usually:

Accepted Answer

A) dominant but hidden 
B) dominant and easily detectable 
C) dominant and problematic 
D) recessive and easily detectable 
E) recessive and in transition 
A) dominant but hidden 
B) dominant and easily detectable 
C) dominant and problematic 
D) recessive and easily detectable 
E) recessive and in transition

Adapting to the customer's preferred communication style can enhance sales performance.

Knowing and applying communication styles in selling enables you to ________ the relationship.

Recording a customer's communication style in CRM software can help a salesperson:

The quadrant model of communication styles assumes that all people:

The idea that the characteristics that make others respect you can also make others frustrated with you is called:

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

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

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

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

A customer who displays the reflective communication style can accurately be described as:

A customer who combines low dominance and high sociability displays which of the following styles?

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

Which combination of communication styles between salesperson and customer will likely result in a good relationship,but may not develop into a firm sale?

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

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

The four-style model is:

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

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

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling.In what ways could it actually be harmful to the sales process for a sales rep to be an Emotive?

For each person,one of the four styles is usually:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

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

Adapting to the customer's preferred communication style can enhance sales performance.

Knowing and applying communication styles in selling enables you to ________ the relationship.

Recording a customer's communication style in CRM software can help a salesperson:

The quadrant model of communication styles assumes that all people:

The idea that the characteristics that make others respect you can also make others frustrated with you is called:

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

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

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

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

A customer who displays the reflective communication style can accurately be described as:

A customer who combines low dominance and high sociability displays which of the following styles?

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

Which combination of communication styles between salesperson and customer will likely result in a good relationship,but may not develop into a firm sale?

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

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

The four-style model is:

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

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

The stereotype of salespeople is that they are all Emotives: good at talking and influencing people into buying the product they are selling.In what ways could it actually be harmful to the sales process for a sales rep to be an Emotive?

For each person,one of the four styles is usually:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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