Exam 5: Adaptive Selling for Relationship Building

Even before Michelle could explain why a prospect had not purchased her company's new line of eco-friendly outdoor furniture,her supervisor started explaining how she should have emphasized the fact that the furniture is made through a revolutionary recycling process and that the prices are justified by the furniture's quality and eco-friendly nature.In this scenario,the supervisor provided Michelle with _____ feedback by telling her how she could make better sales presentations.

In the context of the most common sales presentation types,salespeople have the greatest opportunity to adapt their presentations to customer needs when using the _____ presentation.

When identifying customers' social styles,Karen should:

_____ is a dimension of social style that is based on how emotional people tend to get in social situations.

According to the social style matrix,people with an expressive style focus on the future,directing their time and effort toward achieving their vision.

How can salespeople improve their versatility in sales situations?

Being amiable is thought to be the best social style for a salesperson.

Based on the social style matrix,describe drivers and expressives and the appropriate sales techniques for each category.

Which of the following best describes responsive people?

Successful sales managers give their salespeople performance feedback rather than diagnostic feedback.

What do purchasing agents rate as one of the most important attributes of good salespeople?

Natalie uses facts,is serious,and often speaks in a monotone voice.In the social style matrix,how would Natalie be categorized?

In the context of the social style matrix,the best social style for a salesperson is that of a(n):

On her first day as a salesperson,Barbara was given a written sales presentation and asked to learn it so that she could recite it while talking to her prospects.Her sales manager insisted that she deliver this presentation word for word.In this scenario,Barbara will most likely be using _____ presentation during her sales calls.

Lauren can be described as assertive because she has strongly held convictions,and she expresses her convictions publicly.

According to the quadrants of the social style matrix,_____ is most likely a strength of driver salespeople.

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

A canned presentation provides more opportunity for the customer to participate in the sales interaction than does an outlined presentation.

Hylana walks into a prospect's office and sees a diploma from California Polytechnic College,a number of models of company products,and a library of reference manuals.She also notices a meticulously organized desk and brochures of her competitors that her prospect has most likely been using to conduct a thorough market research.Under which category of the social style matrix will you place Hylana's prospect?

The _____ matrix is a training program for building adaptive selling skills that uses two critical dimensions: assertiveness and responsiveness.