Question 1

People with which communication style have low style-flexing ability?

Accepted Answer

A) Style-flexibility is a sales strategy that can be learned by people of all styles 
B) Reflective 
C) Supportive 
D) Directive 
E) Emotive 
A) Style-flexibility is a sales strategy that can be learned by people of all styles 
B) Reflective 
C) Supportive 
D) Directive 
E) Emotive

Question 2

Tone of voice can be a clue to identifying a customer's communication style.

Accepted Answer

A) True 
 B)False

Question 3

The theory of behavioral or communication-style bias is based upon a number of underlying principles; list three of these principles.

Accepted Answer

a.Individual differences exist and are i

Question 4

It is harder to get to know an individual from the __________ communication style.

Accepted Answer

A) Emotive 
B) Directive 
C) Reflective 
D) Social 
E) Supportive 
A) Emotive 
B) Directive 
C) Reflective 
D) Social 
E) Supportive

Question 5

The _____________ communication style combines high sociability and high dominance.

Accepted Answer

The answer of The _____________ communication style combines high sociability...

Question 6

Persons who fall into zone two display their unique behaviour characteristics with less intensity than persons in zone one.

Accepted Answer

A) True 
 B)False

Question 7

We can expect our most preferred communication style to change gradually throughout life.

Accepted Answer

A) True 
 B)False

Question 8

Callum likes to get to the point,prefers to do the talking rather than listening,is quite business like and likes to maintain control.His communication-style can be described as:

Accepted Answer

A) Reflective. 
B) Supportive. 
C) Emotive. 
D) Directive. 
E) Intense 
A) Reflective. 
B) Supportive. 
C) Emotive. 
D) Directive. 
E) Intense

Question 9

All of the following are major principles supporting communication style theory except:

Accepted Answer

A) individual differences exist and are important 
B) the most successful business and social relationships are those between identical styles 
C) there is a finite number of communication styles 
D) it is not an ability but a way to thinking and behaving 
E) everyone makes judgments about others based on communication style 
A) individual differences exist and are important 
B) the most successful business and social relationships are those between identical styles 
C) there is a finite number of communication styles 
D) it is not an ability but a way to thinking and behaving 
E) everyone makes judgments about others based on communication style

Question 10

Mark is formal in social relationships,does not express his opinions dramatically,prefers orderliness and structure and tends to curb his emotions.Mark has a:

Accepted Answer

A) Reflective style. 
B) Directive style. 
C) Flexible. 
D) Supportive style. 
E) Emotive style. 
A) Reflective style. 
B) Directive style. 
C) Flexible. 
D) Supportive style. 
E) Emotive style.

Question 11

Communication style is based on observable behaviours.

Accepted Answer

A) True 
 B)False

Question 12

The Four-Style Model is applicable:

Accepted Answer

A) exclusively to women. 
B) exclusively to the North American culture. 
C) globally. 
D) to the French-Canadian sub-culture. 
E) to visible minorities only. 
A) exclusively to women. 
B) exclusively to the North American culture. 
C) globally. 
D) to the French-Canadian sub-culture. 
E) to visible minorities only.

Question 13

Reflectives in zone two fall within the lowest quartile of the dominance continuum and the highest quartile of the sociability continuum.

Accepted Answer

A) True 
 B)False

Question 14

Communication style-flexing is always the responsibility of the _________.

Accepted Answer

The answer of Communication style-flexing is always the responsibility of...

Question 15

Supportive individuals:

Accepted Answer

A) control emotional expression. 
B) find it easy to express views. 
C) do not express views. 
D) seem difficult to get to know. 
E) like to dominate over others. 
A) control emotional expression. 
B) find it easy to express views. 
C) do not express views. 
D) seem difficult to get to know. 
E) like to dominate over others.

Question 16

Style flexing is the responsibility of both the buyer and the seller.

Accepted Answer

A) True 
 B)False

Question 17

Kofi can be described as extroverted,informal,active and he expresses his feelings without much reservations.Kofi's communication-style can be described as:

Accepted Answer

A) Supportive. 
B) Flexible. 
C) Reflective. 
D) Emotive. 
E) Directive. 
A) Supportive. 
B) Flexible. 
C) Reflective. 
D) Emotive. 
E) Directive.

Question 18

The communication-style model is only applicable to the North American culture as it was developed in the United States of America.

Accepted Answer

A) True 
 B)False

Question 19

Communication-style is also referred to as behaviour style or social style.

Accepted Answer

A) True 
 B)False

Question 20

A customer who takes the social initiative in most cases and expresses emotions openly is displaying characteristics of the ________ style.

Accepted Answer

A) Directive 
B) Supportive 
C) Emotive 
D) Constructor 
E) Reflective 
A) Directive 
B) Supportive 
C) Emotive 
D) Constructor 
E) Reflective

People with which communication style have low style-flexing ability?

Tone of voice can be a clue to identifying a customer's communication style.

The theory of behavioral or communication-style bias is based upon a number of underlying principles; list three of these principles.

It is harder to get to know an individual from the __________ communication style.

The _____________ communication style combines high sociability and high dominance.

Persons who fall into zone two display their unique behaviour characteristics with less intensity than persons in zone one.

We can expect our most preferred communication style to change gradually throughout life.

Callum likes to get to the point,prefers to do the talking rather than listening,is quite business like and likes to maintain control.His communication-style can be described as:

All of the following are major principles supporting communication style theory except:

Mark is formal in social relationships,does not express his opinions dramatically,prefers orderliness and structure and tends to curb his emotions.Mark has a:

Communication style is based on observable behaviours.

The Four-Style Model is applicable:

Reflectives in zone two fall within the lowest quartile of the dominance continuum and the highest quartile of the sociability continuum.

Communication style-flexing is always the responsibility of the _________.

Supportive individuals:

Style flexing is the responsibility of both the buyer and the seller.

Kofi can be described as extroverted,informal,active and he expresses his feelings without much reservations.Kofi's communication-style can be described as:

The communication-style model is only applicable to the North American culture as it was developed in the United States of America.

Communication-style is also referred to as behaviour style or social style.

A customer who takes the social initiative in most cases and expresses emotions openly is displaying characteristics of the ________ style.

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

People with which communication style have low style-flexing ability?

Tone of voice can be a clue to identifying a customer's communication style.

The theory of behavioral or communication-style bias is based upon a number of underlying principles; list three of these principles.

It is harder to get to know an individual from the __________ communication style.

The _____________ communication style combines high sociability and high dominance.

Persons who fall into zone two display their unique behaviour characteristics with less intensity than persons in zone one.

We can expect our most preferred communication style to change gradually throughout life.

Callum likes to get to the point,prefers to do the talking rather than listening,is quite business like and likes to maintain control.His communication-style can be described as:

All of the following are major principles supporting communication style theory except:

Mark is formal in social relationships,does not express his opinions dramatically,prefers orderliness and structure and tends to curb his emotions.Mark has a:

Communication style is based on observable behaviours.

The Four-Style Model is applicable:

Reflectives in zone two fall within the lowest quartile of the dominance continuum and the highest quartile of the sociability continuum.

Communication style-flexing is always the responsibility of the _________.

Supportive individuals:

Style flexing is the responsibility of both the buyer and the seller.

Kofi can be described as extroverted,informal,active and he expresses his feelings without much reservations.Kofi's communication-style can be described as:

The communication-style model is only applicable to the North American culture as it was developed in the United States of America.

Communication-style is also referred to as behaviour style or social style.

A customer who takes the social initiative in most cases and expresses emotions openly is displaying characteristics of the ________ style.

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