Question 1

__________ people tend to be more competitive.

Accepted Answer

A) Dominant 
B) Reflective 
C) Confident 
D) Supportive 
E) Emotive 
A) Dominant 
B) Reflective 
C) Confident 
D) Supportive 
E) Emotive

Question 2

Which of the following statements regarding communication-style bias is true?

Accepted Answer

A) communication-style bias is quite rare 
B) communication-style bias will not surface between two people with the same communication style 
C) it is often difficult to explain the symptoms that accompany communication-style bias 
D) communication-style bias is commonly understood in our society 
E) communication-style bias has no place in sales 
A) communication-style bias is quite rare 
B) communication-style bias will not surface between two people with the same communication style 
C) it is often difficult to explain the symptoms that accompany communication-style bias 
D) communication-style bias is commonly understood in our society 
E) communication-style bias has no place in sales

Question 3

The combination of high dominance and low sociability defines a style known as:

Accepted Answer

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

Question 4

Adaptive selling improves communication with the customers.

Accepted Answer

A) True 
 B)False

Question 5

The preapproach is a good time to learn about your customer's communication style.

Accepted Answer

A) True 
 B)False

__________ people tend to be more competitive.

Which of the following statements regarding communication-style bias is true?

The combination of high dominance and low sociability defines a style known as:

Adaptive selling improves communication with the customers.

The preapproach is a good time to learn about your customer's communication 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 tend to be more competitive.

Which of the following statements regarding communication-style bias is true?

The combination of high dominance and low sociability defines a style known as:

Adaptive selling improves communication with the customers.

The preapproach is a good time to learn about your customer's communication 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