Question 1

If you have a preferred communication style,you will:

Accepted Answer

A) use that style exclusively 
B) change that style as you grow older 
C) display other communication styles at times 
D) not understand others with different communication styles 
E) need to adapt to be able to talk to others 
A) use that style exclusively 
B) change that style as you grow older 
C) display other communication styles at times 
D) not understand others with different communication styles 
E) need to adapt to be able to talk to others

Question 2

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

Accepted Answer

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

Question 3

Emotive customers are frank,demanding,serious and opinionated.

Accepted Answer

A) True 
 B)False

Question 4

The zones in the communication-style model might be thought of as "intensity zones."

Accepted Answer

A) True 
 B)False

Question 5

Communication style is an important aspect of our personality.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) Zone one 
B) Zone two 
C) Excess zone 
D) Flex zone 
E) Comfort zone 
A) Zone one 
B) Zone two 
C) Excess zone 
D) Flex zone 
E) Comfort zone

Question 7

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

Accepted Answer

The answer of ________ ________ is communicating in a way...

Question 8

Describe the difference between lower dominance and higher dominance.

Accepted Answer

Lower dominance describes people who ten

Question 9

The immature characteristics of each style are:

Accepted Answer

A) fixed by the time a person reaches elementary school 
B) resolved as a person matures 
C) aloof and stuffy 
D) characteristics that come out in times of high stress 
E) offensive to those with other communication styles 
A) fixed by the time a person reaches elementary school 
B) resolved as a person matures 
C) aloof and stuffy 
D) characteristics that come out in times of high stress 
E) offensive to those with other communication styles

Question 10

A customer high in sociability tends to communicate in an ordered and measured manner.

Accepted Answer

A) True 
 B)False

Question 11

The communication style dimension that can cause immediate rapport is sociability,as those with high sociability often feel each other is "easy to get along with" whether they have low or high dominance.The high sociability can cause an easy sense of comfort or openness for those who also have high sociability.In what other way can sociability high or low cause people to be attracted to each other?

Accepted Answer

A) Those with high sociability may not understand why those with low sociability are not interested in personal interactions and in finding out about the other person. 
B) Those with high sociability have practice forming rapport with those they meet,so they are accustomed to establishing connections with all sorts of people from all walks of life. 
C) The saying "opposites attract" is based in truth,and pairs in which one has low sociability and the other has high sociability often balance each other out. 
D) Those with low sociability are not able to feel rapport with other people,even those with high sociability. 
E) Those with low sociability can also feel comfortable with each other as "no nonsense" people who "get to the point" without extraneous socialization. 
A) Those with high sociability may not understand why those with low sociability are not interested in personal interactions and in finding out about the other person. 
B) Those with high sociability have practice forming rapport with those they meet,so they are accustomed to establishing connections with all sorts of people from all walks of life. 
C) The saying "opposites attract" is based in truth,and pairs in which one has low sociability and the other has high sociability often balance each other out. 
D) Those with low sociability are not able to feel rapport with other people,even those with high sociability. 
E) Those with low sociability can also feel comfortable with each other as "no nonsense" people who "get to the point" without extraneous socialization.

Question 12

The word used to describe the ability to adapt communication styles to deal with different people is:

Accepted Answer

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

Question 13

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 14

"Behavior style" and "social style" are other ways of referring to:

Accepted Answer

A) communication style 
B) emotive style 
C) directive style 
D) higher dominance 
E) lower dominance 
A) communication style 
B) emotive style 
C) directive style 
D) higher dominance 
E) lower dominance

Question 15

A newly-hired salesperson,Jun-Hee Kim,is taking over the sales territory of Arvin Vasquez,a salesperson for her company who is moving out of the area.Arvin left detailed notes on the clients he'd made contact with in the CRM system,so Jun-Hee is reviewing these notes.Jun-Hee reads the following about Bob Costello: "Bob is super-friendly and outgoing.He loves to deep-sea fish and goes on three trips a year to fish,always in the Carribbean.His wife is Carol and his kids are Taylor (4th grade)and Jordan (6th grade)(both girls).His focus on buying is durability,then price and relationship with trustworthy sales rep tied for second.Prepare to talk for awhile,but he makes decisions quickly and will get back to you when he says he will."
Based on this summary,what communications style does Bob Costello most likely have?

Accepted Answer

A) Sociable 
B) Directive 
C) Emotive 
D) Supportive 
E) Reflective 
A) Sociable 
B) Directive 
C) Emotive 
D) Supportive 
E) Reflective

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

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 19

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 20

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 or involved 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 styles 
D) the customers are all Reflective or Supportive communication styles also 
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 or involved 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 styles 
D) the customers are all Reflective or Supportive communication styles also 
E) the salespeople are not required to have direct contact with potential clients

If you have a preferred communication style,you will:

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

Emotive customers are frank,demanding,serious and opinionated.

The zones in the communication-style model might be thought of as "intensity zones."

Communication style is an important aspect of our personality.

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

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

Describe the difference between lower dominance and higher dominance.

The immature characteristics of each style are:

A customer high in sociability tends to communicate in an ordered and measured manner.

The word used to describe the ability to adapt communication styles to deal with different people is:

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

"Behavior style" and "social style" are other ways of referring to:

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

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

People who fall into zone two display their unique behavior characteristics with less intensity than in zone one.

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

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

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

If you have a preferred communication style,you will:

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

Emotive customers are frank,demanding,serious and opinionated.

The zones in the communication-style model might be thought of as "intensity zones."

Communication style is an important aspect of our personality.

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

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

Describe the difference between lower dominance and higher dominance.

The immature characteristics of each style are:

A customer high in sociability tends to communicate in an ordered and measured manner.

The word used to describe the ability to adapt communication styles to deal with different people is:

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

"Behavior style" and "social style" are other ways of referring to:

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

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

People who fall into zone two display their unique behavior characteristics with less intensity than in zone one.

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

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

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