Chapter 5 QUIZ manning Selling Today 7ce ch05 PDF

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1.

Characterize the emotive style.

2.

Directive people generally: a. take charge of every facet of the operation. b. delegate all responsibility to someone else. c. delegate some responsibility to someone else. d. have low communication-style flexing skills. e. take charge of some facet of the operation.

3.

Mohamed is having difficulty forming a positive opinion of the sales representative that services his store. He finds it difficult to understand how she develops her views. Mohamed is experiencing: a. communication blockage. b. communication-style bias. c. submissive style bias. d. dominance style bias. e. cognitive dissonance.

4.

If the prospect's most preferred communication style is Reflective, the salesperson should avoid actions which are too informal. a. True b. False

5.

Emotive customers are frank, demanding, serious, and opinionated. a. False b. True

6.

Communication style is based on observable behaviours. a. False b. True

7.

Bob has been described as having a Directive style. Bob has: a. high dominance/low sociability b. low dominance/high sociability c. low dominance/low sociability d. low communication-style flexing ability e. high dominance/high sociability

8.

The psychological continuum and sociability continuum are combined to form the communication-style model. a. True b. False

9.

Style flexing is the deliberate attempt to accommodate the needs of your customer. a. False b. True

10.

Reflective individuals: a. are outspoken and expressive. b. gather all information before forming an opinion. c. like to dominate over others d. want to create social relationships. e. tend to reflect but rely on others' opinions.

11.

Characterize the reflective style.

12.

The four-style model is applicable: a. to visible minorities only. b. exclusively to the United States c. globally. d. exclusively to the North American culture. e. exclusively to women.

13.

Understanding the concept of communication-styles and applying it as necessary is considered a: a. relationship management skill. b. verbal communication skill. c. sales technique. d. personality trait. e. nonverbal communication skill.

14.

Characterize the directive style.

15.

Which communication style is "more favourable" for a successful career in selling?

16.

The first step in determining your most preferred communication style is: a. ask people who are objective to evaluate you. b. to complete a 360 degree performance review. c. identify where you fall on the dominance continuum d. to complete a self-rating analysis e. ask a communications expert to evaluate you.

17.

How can you identify Directive behaviour in customers?

18.

A purchasing agent was overheard saying, "I don't know what it is, but I just don't like that sales representative". The purchasing agent is most likely experiencing: a. intensity bias. b. personality conflict bias. c. communication-style bias. d. emotional intelligence bias. e. relationship bias.

19.

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

20.

Our ability to minimize communication-style bias is called: a. versatility. b. adaptability. c. communication based intelligence. d. emotional intelligence. e. style-flexing.

Test Name : CHAPTER 5 QUIZ 1.

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