Exam 5: Adaptive Selling for Relationship Building

Some companies insist that their inside salespeople:

What are the differences among standard memorized,outlined,and customized sales presentations?

When Kerry went to meet a new prospect,he found that the prospect was dressed in a flamboyant suit and his office had an open and friendly atmosphere.His desk was quite cluttered and unorganized.Furthermore,Kerry noticed the prospect waving at and greeting subordinates throughout the sales presentation.Kerry's prospect will most likely fall under the category of _____ according to the social style matrix.

Tony works as a salesperson at Franklin Delights,a company that specializes in labor-saving kitchen appliances.When Tony gives a presentation to the owner of a small but popular diner,he actually demonstrates how swiftly one can chop,slice,or grate vegetables and fruits using his company's product.However,when selling the same product to a luxury hotel,he informs the hotel manager about his existing client base.This ability to vary his sales presentation indicates that Tony is practicing _____ selling.

The slogan best suited to individuals classified as "drivers" is "Let us not make any hasty decisions."

"Your approach on that last call was off target.You emphasized low acquisition cost,while the prospect seemed more interested in durability and minimizing the need for regular maintenance," critiqued Robin's sales manager when evaluating a sales call they had made together.In this scenario,Robin is receiving _____ feedback.

According to the quadrants of the social style matrix,which of the following is most likely a strength of expressive salespeople?

What are the two dimensions that the social style matrix uses to understand social behavior?

As you enter a prospect's office,you see _____ and become fairly certain that you are dealing with a prospect who is most likely to be categorized as an amiable according to the social style matrix.

According to the social style matrix,amiables tend to develop loyalty toward suppliers.

According to the social style matrix,prospects who are categorized as "analyticals" expect sales interviews to proceed at a quick pace.

Unlike less versatile people,more versatile people _____.

According to the quadrants of the social style matrix,which of the following should salespeople do when selling to expressives?

What is the difference between performance feedback and diagnostic feedback?

A sales manager says,"Let us talk about why you did not achieve your goals last month." In this scenario,the sales manager is providing diagnostic feedback.

According to the social style matrix,which of the following best describes drivers?

Each quadrant of the social style matrix defines a different type of personality.People who are low on assertiveness and high on responsiveness are called:

According to the social style matrix,amiables' loyalty toward suppliers is based on their feeling that well-reasoned decisions do not need to be reexamined.

Moira and Mariah are sisters.Both of them are risk avoiders.They speak slowly and softly in a monotone voice,move stiffly,and use few gestures.Both of them dislike people who tend to be slow,late,and inconsistent.They don't like the idea of dressing casually to work,and they appreciate lectures that include lots of facts and figures.According to the quadrants of the social style matrix,Moira and Mariah are most likely to be classified as:

Personal selling is the most effective marketing communication medium because it allows salespeople to manipulate customers.