Question 1

How do salespeople acquire knowledge about company products and policies, customer needs, and selling situations?

Accepted Answer

Salespeople gather this knowle...

Question 2

When identifying a customer's social style, salespeople should:

Accepted Answer

A)  assume specific jobs or functions are associated with a social style
B)  rely on their first impressions to accurately determine the customer's social style
C)  consider carefully how they feel about the customer's behavior
D)  attempt to get the customer to reveal his or her style rather than react to your style
E)  do all of the above

Question 3

What is the difference between performance feedback and diagnostic feedback?

Accepted Answer

Performance feedback focuses purely on p...

Question 4

List and define the two dimensions of the social style matrix.

Accepted Answer

Assertiveness is the degree to which peo...

Question 5

Adaptive selling suggests that you may have to adjust your selling strategy based on ________________ differences:

Accepted Answer

A)  age
B)  religious
C)  family customs
D)  image of a "perfect product"
E)  all of the above

Question 6

Some companies insist that their inside telemarketing salespeople:

Accepted Answer

A)  customize their sales presentation based on a computerized customer-prediction model.
B)  use adaptive selling depending on the customer's buying environment.
C)  memorize the entire sales presentation and deliver it word for word.
D)  consult with manufacturer's reps before quoting delivery dates.
E)  all of the above

Question 7

What do purchasing agents rate as one of the most important attributes of good salespeople?

Accepted Answer

The answer of What do purchasing agents rate as one...

Question 8

How can expert systems be used by salespeople?

Accepted Answer

Expert systems are computer programs tha...

Question 9

Describe the amiables and analyticals social styles and appropriate sales techniques for each style.

Accepted Answer

Amiables are low on assertiveness and hi...

Question 10

Each quadrant of the social style matrix defines a different type of person. People who are low in assertiveness and high in responsiveness are:

Accepted Answer

A)  drivers.
B)  expressives.
C)  amiables.
D)  analyticals.
E)  gatekeepers.

Question 11

Which of the following is a strength of the expressive social style?

Accepted Answer

A)  dramatic flair
B)  thorough
C)  decisive
D)  supportive
E)  calculating

Question 12

A customer who has an expressive social style views the salesperson with a driver orientation as:

Accepted Answer

A)  serious.
B)  closed.
C)  intense.
D)  unemotional.
E)  all of the above

Question 13

In the opening profile ADP sales representative Meggie Dominguez suggests "With sales comes confidence, with confidence comes knowledge."

Accepted Answer

A) True 
 B)False

Question 14

Luke attended a course in which he was trained to apply the social style matrix in order to help him make better sales presentations. When he got home from the two-hour course, he tried to apply the techniques he had learned to determine his customers' social styles. How successful do you think he would be? Why?

Accepted Answer

He was probably not very successful beca...

Question 15

Salespeople need product knowledge about competitors' products as well as their own.

Accepted Answer

A) True 
 B)False

Question 16

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:

Accepted Answer

A)  focused selling
B)  an unprofessional approach with her customers
C)  adaptive selling
D)  no prior planning
E)  flexible selling

Question 17

_____ refers to how emotional people tend to get in social situations.

Accepted Answer

A)  Assertiveness
B)  Attentiveness
C)  Receptiveness
D)  Awareness
E)  Responsiveness

Question 18

The social style matrix uses what two dimensions to understand social behavior?

Accepted Answer

Assertiven...

Question 19

The two critical dimensions used to understand social behavior are:

Accepted Answer

A)  assertiveness and responsiveness
B)  passiveness and aggressiveness
C)  verbal and nonverbal
D)  aural and verbal
E)  domestic and international

Question 20

Which of the following is a strength of the analytical social style?

Accepted Answer

A)  dramatic flair
B)  thoroughness
C)  decisive
D)  supportive
E)  personable

Exam 5: Adaptive Selling for Relationship Building

What do purchasing agents rate as one of the most important attributes of good salespeople?

Correct Answer
verified

_____ refers to how emotional people tend to get in social situations.

Correct Answer
verified

A customer who has an expressive social style views the salesperson with a driver orientation as:

Correct Answer
verified

Which of the following is a strength of the expressive social style?

Correct Answer
verified

How do salespeople acquire knowledge about company products and policies, customer needs, and selling situations?

Correct Answer
verified
Salespeople gather this knowle...
View Answer

Describe the amiables and analyticals social styles and appropriate sales techniques for each style.

Correct Answer
verified
Amiables are low on assertiveness and hi...
View Answer

In the opening profile ADP sales representative Meggie Dominguez suggests "With sales comes confidence, with confidence comes knowledge."

Correct Answer
verified

Each quadrant of the social style matrix defines a different type of person. People who are low in assertiveness and high in responsiveness are:

Correct Answer
verified

Adaptive selling suggests that you may have to adjust your selling strategy based on ________________ differences:

Correct Answer
verified

Salespeople need product knowledge about competitors' products as well as their own.

Correct Answer
verified

What is the difference between performance feedback and diagnostic feedback?

Correct Answer
verified
Performance feedback focuses purely on p...
View Answer

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:

Correct Answer
verified

Some companies insist that their inside telemarketing salespeople:

Correct Answer
verified

List and define the two dimensions of the social style matrix.

Correct Answer
verified
Assertiveness is the degree to which peo...
View Answer

When identifying a customer's social style, salespeople should:

Correct Answer
verified

Which of the following is a strength of the analytical social style?

Correct Answer
verified

The two critical dimensions used to understand social behavior are:

Correct Answer
verified

How can expert systems be used by salespeople?

Correct Answer
verified
Expert systems are computer programs tha...
View Answer

The social style matrix uses what two dimensions to understand social behavior?

Correct Answer
verified
Assertiven...
View Answer

Correct Answer
verified
He was probably not very successful beca...
View Answer

Exam 5: Adaptive Selling for Relationship Building

What do purchasing agents rate as one of the most important attributes of good salespeople?

Correct AnswerverifiedShow Answer

_____ refers to how emotional people tend to get in social situations.

Correct AnswerverifiedShow Answer

A customer who has an expressive social style views the salesperson with a driver orientation as:

Correct AnswerverifiedShow Answer

Which of the following is a strength of the expressive social style?

Correct AnswerverifiedShow Answer

How do salespeople acquire knowledge about company products and policies, customer needs, and selling situations?

Correct AnswerverifiedSalespeople gather this knowle...View AnswerShow Answer

Describe the amiables and analyticals social styles and appropriate sales techniques for each style.

Correct AnswerverifiedAmiables are low on assertiveness and hi...View AnswerShow Answer

In the opening profile ADP sales representative Meggie Dominguez suggests "With sales comes confidence, with confidence comes knowledge."

Correct AnswerverifiedShow Answer

Each quadrant of the social style matrix defines a different type of person. People who are low in assertiveness and high in responsiveness are:

Correct AnswerverifiedShow Answer

Adaptive selling suggests that you may have to adjust your selling strategy based on ________________ differences:

Correct AnswerverifiedShow Answer

Salespeople need product knowledge about competitors' products as well as their own.

Correct AnswerverifiedShow Answer

What is the difference between performance feedback and diagnostic feedback?

Correct AnswerverifiedPerformance feedback focuses purely on p...View AnswerShow Answer

Luisa has been in sales about three years. In that time she has learned that different sales presentations are necessary for different customers. In fact, she will often change her presentation during her sales calls depending upon the nature of the selling situation she encounters. Luisa is using:

Correct AnswerverifiedShow Answer

Some companies insist that their inside telemarketing salespeople:

Correct AnswerverifiedShow Answer

List and define the two dimensions of the social style matrix.

Correct AnswerverifiedAssertiveness is the degree to which peo...View AnswerShow Answer

When identifying a customer's social style, salespeople should:

Correct AnswerverifiedShow Answer

Which of the following is a strength of the analytical social style?

Correct AnswerverifiedShow Answer

The two critical dimensions used to understand social behavior are:

Correct AnswerverifiedShow Answer

How can expert systems be used by salespeople?

Correct AnswerverifiedExpert systems are computer programs tha...View AnswerShow Answer

The social style matrix uses what two dimensions to understand social behavior?

Correct AnswerverifiedAssertiven...View AnswerShow Answer

Correct AnswerverifiedHe was probably not very successful beca...View AnswerShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Salespeople gather this knowle...
View Answer

Correct Answer
verified
Amiables are low on assertiveness and hi...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Performance feedback focuses purely on p...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Assertiveness is the degree to which peo...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Expert systems are computer programs tha...
View Answer

Correct Answer
verified
Assertiven...
View Answer

Correct Answer
verified
He was probably not very successful beca...
View Answer