FiltersDone

Question type

Essay

Multiple Choice

Short Answer

True False

Matching

Exam 5: Adaptive Selling for Relationship Building

Show Answer

Share

---

All types

Filters

Study FlashcardsPractice ExamLearn

Question 51

True/False

Review LaterAdd Note

Review Later

Successful sales managers give their salespeople performance feedback rather than diagnostic feedback.

A) True
B) False

Correct Answer

verified

Show Answer

Question 52

Multiple Choice

Review LaterAdd Note

Review Later

In the context of the social style matrix,the best social style for a salesperson is that of a(n) :

A) driver.
B) amiable.
C) analytical.
D) expressive.
E) none of these.

F) B) and E)
G) A) and B)

Correct Answer

verified

Show Answer

Question 53

Multiple Choice

Review LaterAdd Note

On her first day as a salesperson,Barbara was given a written sales presentation and asked to learn it so that she could recite it while talking to her prospects.Her sales manager insisted that she deliver this presentation word for word.In this scenario,Barbara will most likely be using _____ presentation during her sales calls.

Lauren can be described as assertive because she has strongly held convictions,and she expresses her convictions publicly.

When identifying customers' social styles,Karen should:

According to the quadrants of the social style matrix,which of the following best describes analytical salespeople?

According to the social style matrix,people with an expressive style focus on the future,directing their time and effort toward achieving their vision.

In the context of the most common sales presentation types,salespeople have the greatest opportunity to adapt their presentations to customer needs when using the _____ presentation.

Being amiable is thought to be the best social style for a salesperson.

Based on the social style matrix,describe drivers and expressives and the appropriate sales techniques for each category.

A canned presentation provides more opportunity for the customer to participate in the sales interaction than does an outlined presentation.

How can salespeople improve their versatility in sales situations?

According to the quadrants of the social style matrix,_____ is most likely a strength of driver salespeople.

Which of the following best describes responsive people?

Hylana walks into a prospect's office and sees a diploma from California Polytechnic College,a number of models of company products,and a library of reference manuals.She also notices a meticulously organized desk and brochures of her competitors that her prospect has most likely been using to conduct a thorough market research.Under which category of the social style matrix will you place Hylana's prospect?

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

The _____ matrix is a training program for building adaptive selling skills that uses two critical dimensions: assertiveness and responsiveness.

_____ is a dimension of social style that is based on how emotional people tend to get in social situations.

Even before Michelle could explain why a prospect had not purchased her company's new line of eco-friendly outdoor furniture,her supervisor started explaining how she should have emphasized the fact that the furniture is made through a revolutionary recycling process and that the prices are justified by the furniture's quality and eco-friendly nature.In this scenario,the supervisor provided Michelle with _____ feedback by telling her how she could make better sales presentations.

Natalie uses facts,is serious,and often speaks in a monotone voice.In the social style matrix,how would Natalie be categorized?