Exam 5: Adaptive Selling for Relationship Building

The Challenger Sales model suggests that the most successful salespeople create winning proposals because they actually understand a prospect's world better than the prospect understands it.

List and describe the two dimensions of the social style matrix.

Which of the following is a benefit of the standard memorized sales presentation?

As part of his job,Leon travels from one prospective client's location to another and performs detailed analyses of their operations.Based on the data,he then helps his team prepare presentations on how the company's products can improve the clients' business.This scenario best exemplifies _____ presentations.

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

Teddy has very strong opinions about whether his local senator should be reelected in the upcoming election,but he keeps them to himself.Because his opinions are so strongly held,it is correct to describe him as assertive.

According to the social style matrix,individuals classified as "expressives" are low on assertiveness and low on responsiveness.

According to the social style matrix,individuals classified as "drivers" have a great desire to get ahead in their companies and careers.

Performance feedback provides information about what you are doing right and what you are doing wrong.

A customer recognizes a sales representative giving a customized presentation as a professional who is helping provide real value,not just selling products.

Salespeople who are specialists,have well-defined interests,and avoid negotiations by sticking to their principles are highly versatile.

What is the social style matrix?

List the three types of sales presentations.

According to the social style matrix,prospects who are categorized as "drivers" expect the atmosphere in sales interviews to be businesslike.

Gwen prepared a 20-minute sales presentation for Mr.James and included facts and figures to show him how her company's anti-theft system will help improve his business by reducing shoplifting and inventory shrinkage.She knew that she would have his decision within 15 minutes of starting the presentation.In which category of the social style matrix would you place Mr.James?

James is best described as a risk avoider who moves deliberately and speaks slowly.He is supportive by nature,cool and aloof,and never shows any emotion.In which of the following quadrants of the social style matrix does James most likely belong?

In the context of the social style matrix,drivers are low on assertiveness and high on responsiveness.

During a sales presentation to the owner of Harold's Dress Shop about a window display,Scott realizes by observing nonverbal behaviors that the owner wants something different.Scott asks,"Would you be interested in a window display with less clutter that showcases some of your more expensive items?" When the owner confirms,Scott modifies his existing sales strategy to incorporate the owner's ideas for the window display.In this scenario,Scott is most likely practicing _____ selling

Assertive people readily express joy,anger,and sorrow,whereas responsive people do not.

Does simply having strong opinions make an individual assertive? Why,or why not?