Question 1

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

Accepted Answer

A) mature 
B) supportive 
C) emotive 
D) reflective 
E) directive 
A) mature 
B) supportive 
C) emotive 
D) reflective 
E) directive

Question 2

A customer who is higher in dominance tends to do which of the following?

Accepted Answer

A) display an eagerness to agree quickly 
B) curb the desire to initiate demands 
C) be overly cooperative 
D) likes to control things 
E) sit back and wait for the other person to speak first 
A) display an eagerness to agree quickly 
B) curb the desire to initiate demands 
C) be overly cooperative 
D) likes to control things 
E) sit back and wait for the other person to speak first

Question 3

.Communication style is based on a combination of hereditary and environmental factors.

Accepted Answer

A) True 
 B)False

Question 4

For a salesperson,why is style flexing more important in consultative sales than in transactional sales?

Accepted Answer

A) In consultative sales the buyer needs to be able to believe the claims of the salesperson about the product,while in transactional sales the buyer knows the claims about the product are likely to be exaggerated or untrue as a matter of course. 
B) In consultative sales,sales managers are more likely to be assessing the salesperson's rapport with each customer,so proving that the salesperson is making the customer feel comfortable is key to receiving a good performance review,while in transactional sales,performance reviews are based solely on hitting sales quotas. 
C) In consultative sales salespeople often have to service the customer once the sale is complete,acting as account managers as well as salespeople,so they need to be able to wear many hats and flex styles according to the roles they play,while in transactional sales there is often no follow-up to the sale so salespeople are only selling. 
D) In consultative sales the salesperson and customer are building a relationship with each other toward the correct purchase,so they must feel comfortable with and trust each other,while in transactional sales a long-term relationship is not important. 
E) In consultative sales the customer expects to be catered to,including using the customer's preferred communication style,or else the customer will switch to another service provider or company,while in transactional sales the customer often has no say over the terms of the sales interaction. 
A) In consultative sales the buyer needs to be able to believe the claims of the salesperson about the product,while in transactional sales the buyer knows the claims about the product are likely to be exaggerated or untrue as a matter of course. 
B) In consultative sales,sales managers are more likely to be assessing the salesperson's rapport with each customer,so proving that the salesperson is making the customer feel comfortable is key to receiving a good performance review,while in transactional sales,performance reviews are based solely on hitting sales quotas. 
C) In consultative sales salespeople often have to service the customer once the sale is complete,acting as account managers as well as salespeople,so they need to be able to wear many hats and flex styles according to the roles they play,while in transactional sales there is often no follow-up to the sale so salespeople are only selling. 
D) In consultative sales the salesperson and customer are building a relationship with each other toward the correct purchase,so they must feel comfortable with and trust each other,while in transactional sales a long-term relationship is not important. 
E) In consultative sales the customer expects to be catered to,including using the customer's preferred communication style,or else the customer will switch to another service provider or company,while in transactional sales the customer often has no say over the terms of the sales interaction.

Question 5

The words "aloof" and "stuffy" describe which side of which of the following styles?

Accepted Answer

A) the immature side of the supportive style 
B) the mature side of the supportive style 
C) the immature side of the reflective style 
D) the mature side of the reflective style 
E) the mature side of the directive style 
A) the immature side of the supportive style 
B) the mature side of the supportive style 
C) the immature side of the reflective style 
D) the mature side of the reflective style 
E) the mature side of the directive style

Question 6

When we move into the excess zone,which of the following usually happens?

Accepted Answer

A) We become more measured in our speech. 
B) Style flexing decreases. 
C) Style flexing increases. 
D) Our strengths become more prominent. 
E) We are more easily able to control our weaknesses. 
A) We become more measured in our speech. 
B) Style flexing decreases. 
C) Style flexing increases. 
D) Our strengths become more prominent. 
E) We are more easily able to control our weaknesses.

Question 7

A sales manager is writing the script for his salespeople to follow when approaching new potential clients.What part of the process is most important for the manager to leave open for sales reps to flex according to the communications style of the prospective client?

Accepted Answer

A) asking for the close 
B) presenting the benefits of the services 
C) developing rapport with the prospective client 
D) presenting the pricing structure 
E) discovering the prospective client's needs 
A) asking for the close 
B) presenting the benefits of the services 
C) developing rapport with the prospective client 
D) presenting the pricing structure 
E) discovering the prospective client's needs

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

A customer who is higher in dominance tends to do which of the following?

.Communication style is based on a combination of hereditary and environmental factors.

For a salesperson,why is style flexing more important in consultative sales than in transactional sales?

The words "aloof" and "stuffy" describe which side of which of the following styles?

When we move into the excess zone,which of the following usually happens?

A sales manager is writing the script for his salespeople to follow when approaching new potential clients.What part of the process is most important for the manager to leave open for sales reps to flex according to the communications style of the prospective client?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

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Exam 4: Communication Styles: a Key to Adaptive Selling Today

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

A customer who is higher in dominance tends to do which of the following?

.Communication style is based on a combination of hereditary and environmental factors.

For a salesperson,why is style flexing more important in consultative sales than in transactional sales?

The words "aloof" and "stuffy" describe which side of which of the following styles?

When we move into the excess zone,which of the following usually happens?

A sales manager is writing the script for his salespeople to follow when approaching new potential clients.What part of the process is most important for the manager to leave open for sales reps to flex according to the communications style of the prospective client?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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