Question 1

All of the following statements regarding communication styles are true except:

Accepted Answer

A) a communication style is a way of thinking and behaving. 
B) there is a finite number of communication styles. 
C) individual differences change over time. 
D) individual differences are important. 
E) communication styles are based on a combination of hereditary and environmental factors. 
A) a communication style is a way of thinking and behaving. 
B) there is a finite number of communication styles. 
C) individual differences change over time. 
D) individual differences are important. 
E) communication styles are based on a combination of hereditary and environmental factors.

Question 2

Kevin wants to be successful in selling to Supportives.He must:

Accepted Answer

A) disagree assertively. 
B) stay in zone one. 
C) quickly present a lot of facts. 
D) talk only about his personal opinions. 
E) build a good social relationship with the client. 
A) disagree assertively. 
B) stay in zone one. 
C) quickly present a lot of facts. 
D) talk only about his personal opinions. 
E) build a good social relationship with the client.

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

What are some of the clues that reveal someone's predominant communication style?

Accepted Answer

a. Tone of voice
b. Gestures
c

Question 5

Emotive customers are frank,demanding,serious,and opinionated.

Accepted Answer

A) True 
 B)False

Question 6

Cecilia has been described as having an Emotive style.She has:

Accepted Answer

A) low sociability/low dominance 
B) high sociability/low dominance 
C) low sociability/high dominance 
D) high sociability/high dominance 
E) good communication-style flexing ability 
A) low sociability/low dominance 
B) high sociability/low dominance 
C) low sociability/high dominance 
D) high sociability/high dominance 
E) good communication-style flexing ability

Question 7

One of the factors which makes sales people drift into the excess zone is:

Accepted Answer

A) lack of training. 
B) lot of training. 
C) their unique behavioral characteristics. 
D) stress. 
E) immaturity. 
A) lack of training. 
B) lot of training. 
C) their unique behavioral characteristics. 
D) stress. 
E) immaturity.

Question 8

Altering sales behaviour in order to improve communication with the customer is called:

Accepted Answer

A) behaviour modification selling. 
B) adaptive selling. 
C) communication-bias selling. 
D) value-added selling. 
E) flexible selling. 
A) behaviour modification selling. 
B) adaptive selling. 
C) communication-bias selling. 
D) value-added selling. 
E) flexible selling.

Question 9

People with Directive style use __________ to accomplish tasks.

Accepted Answer

A) logical argument 
B) consensus 
C) power 
D) persuasion 
E) cooperation 
A) logical argument 
B) consensus 
C) power 
D) persuasion 
E) cooperation

Question 10

Communication-style flexing is part of the ________ strategy.

Accepted Answer

A) presentation 
B) product 
C) customer 
D) relationship 
E) partnership 
A) presentation 
B) product 
C) customer 
D) relationship 
E) partnership

Question 11

People with Supportive communication-style use __________ to accomplish tasks.

Accepted Answer

A) power 
B) authority 
C) friendly persuasion 
D) logical arguments 
E) bribes 
A) power 
B) authority 
C) friendly persuasion 
D) logical arguments 
E) bribes

Question 12

The words "aloof" and "stuffy" describe the ________ side of the ________ style.

Accepted Answer

A) immature; Reflective 
B) immature; Supportive 
C) immature,Emotive 
D) mature; Supportive 
E) mature; Reflective 
A) immature; Reflective 
B) immature; Supportive 
C) immature,Emotive 
D) mature; Supportive 
E) mature; Reflective

Question 13

People who are highly sociable tend to:

Accepted Answer

A) hide their feelings. 
B) deny they have feelings. 
C) be followers. 
D) dislike authority. 
E) express their feelings freely. 
A) hide their feelings. 
B) deny they have feelings. 
C) be followers. 
D) dislike authority. 
E) express their feelings freely.

Question 14

Emotive people want to:

Accepted Answer

A) dominate others. 
B) avoid developing social relationships. 
C) let others do the talking. 
D) develop social relationships quickly. 
E) relax in social settings. 
A) dominate others. 
B) avoid developing social relationships. 
C) let others do the talking. 
D) develop social relationships quickly. 
E) relax in social settings.

Question 15

Style flexing is irrelevant when you are selling to a group.

Accepted Answer

A) True 
 B)False

Question 16

An individual's communication style develops :

Accepted Answer

A) at birth. 
B) at puberty. 
C) during the first 3 to 5 years of life. 
D) during the pre-teen years. 
E) after going through a life changing experience. 
A) at birth. 
B) at puberty. 
C) during the first 3 to 5 years of life. 
D) during the pre-teen years. 
E) after going through a life changing experience.

Question 17

Understanding the concept of communication-styles and applying it as necessary is considered a:

Accepted Answer

A) non-verbal communication skill. 
B) personality trait. 
C) verbal communication skill. 
D) relationship management skill. 
E) sales technique. 
A) non-verbal communication skill. 
B) personality trait. 
C) verbal communication skill. 
D) relationship management skill. 
E) sales technique.

Question 18

In a selling situation,the Reflective customer wants plenty of facts presented as rapidly as possible.

Accepted Answer

A) True 
 B)False

Question 19

Communication-style bias is most likely to occur when salespeople:

Accepted Answer

A) have different ranges of vocabulary. 
B) have contact with another person whose communication style is different than their own. 
C) lack a grasp of social etiquette. 
D) from diverse parts of the country meet and have difficulty understanding each other's dialects. 
E) meet people from other parts of the country or globe. 
A) have different ranges of vocabulary. 
B) have contact with another person whose communication style is different than their own. 
C) lack a grasp of social etiquette. 
D) from diverse parts of the country meet and have difficulty understanding each other's dialects. 
E) meet people from other parts of the country or globe.

Question 20

All of us display some characteristics of the Emotive,Directive,Reflective,and Supportive communication styles but each of us has one which is more predominant.

Accepted Answer

A) True 
 B)False

All of the following statements regarding communication styles are true except:

Kevin wants to be successful in selling to Supportives.He must:

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

What are some of the clues that reveal someone's predominant communication style?

Emotive customers are frank,demanding,serious,and opinionated.

Cecilia has been described as having an Emotive style.She has:

One of the factors which makes sales people drift into the excess zone is:

Altering sales behaviour in order to improve communication with the customer is called:

People with Directive style use __________ to accomplish tasks.

Communication-style flexing is part of the ________ strategy.

People with Supportive communication-style use __________ to accomplish tasks.

The words "aloof" and "stuffy" describe the side of the style.

People who are highly sociable tend to:

Emotive people want to:

Style flexing is irrelevant when you are selling to a group.

An individual's communication style develops :

Understanding the concept of communication-styles and applying it as necessary is considered a:

In a selling situation,the Reflective customer wants plenty of facts presented as rapidly as possible.

Communication-style bias is most likely to occur when salespeople:

All of us display some characteristics of the Emotive,Directive,Reflective,and Supportive communication styles but each of us has one which is more predominant.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement 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 Behaviour

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 Presentation

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

All of the following statements regarding communication styles are true except:

Kevin wants to be successful in selling to Supportives.He must:

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

What are some of the clues that reveal someone's predominant communication style?

Emotive customers are frank,demanding,serious,and opinionated.

Cecilia has been described as having an Emotive style.She has:

One of the factors which makes sales people drift into the excess zone is:

Altering sales behaviour in order to improve communication with the customer is called:

People with Directive style use __________ to accomplish tasks.

Communication-style flexing is part of the ________ strategy.

People with Supportive communication-style use __________ to accomplish tasks.

The words "aloof" and "stuffy" describe the ________ side of the ________ style.

People who are highly sociable tend to:

Emotive people want to:

Style flexing is irrelevant when you are selling to a group.

An individual's communication style develops :

Understanding the concept of communication-styles and applying it as necessary is considered a:

In a selling situation,the Reflective customer wants plenty of facts presented as rapidly as possible.

Communication-style bias is most likely to occur when salespeople:

All of us display some characteristics of the Emotive,Directive,Reflective,and Supportive communication styles but each of us has one which is more predominant.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement 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 Behaviour

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 Presentation

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

The words "aloof" and "stuffy" describe the side of the style.