Question 1

Which of the following statements best describes style flexing?

Accepted Answer

A)  Salespeople identify the unique features of their business and emphasize these features during their presentation. 
B)  Salespeople record their sales presentation to study their body language and improve. 
C)  Salespeople stand in front of a mirror and practice their elevator pitch. 
D)  Salespeople discover and name the emotions behind their customers' statements. 
E)  Salespeople adjust their behavior to mirror or match that of their customers. 
A)  Salespeople identify the unique features of their business and emphasize these features during their presentation. 
B)  Salespeople record their sales presentation to study their body language and improve. 
C)  Salespeople stand in front of a mirror and practice their elevator pitch. 
D)  Salespeople discover and name the emotions behind their customers' statements. 
E)  Salespeople adjust their behavior to mirror or match that of their customers.

Question 2

The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party is known as:

Accepted Answer

A)  dependability. 
B)  resilience. 
C)  maneuverability. 
D)  versatility. 
E)  compatibility. 
A)  dependability. 
B)  resilience. 
C)  maneuverability. 
D)  versatility. 
E)  compatibility.

Question 3

Highly responsive people devote a lot of effort toward controlling their emotions.

Accepted Answer

A) True 
 B)False

Question 4

According to the quadrants of the social style matrix,which of the following best exemplifies an analytical prospect?

Accepted Answer

A)  Smith,who speaks quickly and intensely 
B)  Jonathon,who maintains direct eye contact throughout a presentation 
C)  Keith,who dresses in business casuals 
D)  Tiana,who has a playful and friendly disposition 
E)  Kimaya,who leans backward during a sales presentation 
A)  Smith,who speaks quickly and intensely 
B)  Jonathon,who maintains direct eye contact throughout a presentation 
C)  Keith,who dresses in business casuals 
D)  Tiana,who has a playful and friendly disposition 
E)  Kimaya,who leans backward during a sales presentation

Question 5

When Marty met his supervisor for his quarterly review,the supervisor congratulated him on closing 4 out of 6 sales deals.The manager also wished him luck for the next quarter.However,Marty wanted his supervisor to help him figure out why he had been unable to close the other deals.In this scenario,Marty wanted _____ feedback,but his supervisor gave him _____ feedback.

Accepted Answer

A)  intrinsic;extrinsic 
B)  diagnostic;performance 
C)  evaluative;primary 
D)  performance;corrective 
E)  positive;negative 
A)  intrinsic;extrinsic 
B)  diagnostic;performance 
C)  evaluative;primary 
D)  performance;corrective 
E)  positive;negative

Which of the following statements best describes style flexing?

The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party is known as:

Highly responsive people devote a lot of effort toward controlling their emotions.

According to the quadrants of the social style matrix,which of the following best exemplifies an analytical prospect?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 5: Adaptive Selling for Relationship Building

Which of the following statements best describes style flexing?

The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party is known as:

Highly responsive people devote a lot of effort toward controlling their emotions.

According to the quadrants of the social style matrix,which of the following best exemplifies an analytical prospect?

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Prospecting

Planning the Sales Call

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters