Chapter 5 MKTG 430

The starting point in identifying your preferred communication style is _____________. A.) completion of the dominance and sociability indicator forms B.) completion of the Myers Briggs type indicator assessment C.) the Minnesota Multiphasic Personality Inventory assessment D.) completion of a personality assessment test E.) the Keirsey Temperament Sorter assessment

A.) completion of the dominance and sociability indicator forms

Rather than collect "floaters," it is suggested that an effective salesperson needs a single place to record daily appointments, deadlines, and tasks. This time management tool is _______________. A.) goal setting B.) a planning calendar C.) sales tools organization D.) a time log E.) a "to do" list

B.) a planning calendar

Sales performance can be enhanced by _______________ the customer's preferred communication style. A.) compensating for B.) adapting to C.) ignoring D.) adjusting for E.) reacting to

B.) adapting to

Which of the following is the communication-style model that has a tendency to control or prevail over others? A.) Sociability B.) Competitiveness C.) Decisiveness D.) Submissiveness E.) Dominance

E.) Dominance

The underlying principles of the theory of behavioral or communication style bias includes one critical component: __________. A.) Getting in sync with the communication style of the people you work with produces the most productive relationships B.) It is not necessary to get in sync with the communication style of the people you work with to establish productive relationships C.) Individual communication-style differences are not important D.) Communication style is not restricted to a way of thinking and behaving E.) Individual style differences tend to be unstable

A.) Getting in sync with the communication style of the people you work with produces the most productive relationships

Many sales are lost because salespeople fail to _________________. A.) communicate effectively with the prospect B.) create a customer relationship C.) communicate the value proposition correctly D.) offer attractive pricing E.) understand the customer's needs and requirements

A.) communicate effectively with the prospect

Which of the following communication styles would reflect a person who would be described as aggressive, demanding, and opinionated? A.) directive B.) emotive C.) irritating D.) reflective E.) supportive

A.) directive

The two dimensions that assess major aspects of human behavior are _______________. A.) dominance and sociability B.) dominance and submission C.) obstinate and accommodating D.) approach and avoidance E.) cooperative and competitive

A.) dominance and sociaility

Many​ ________ are lost because salespeople fail to communicate effectively with the prospect. A.) sales B.) products C.) supervisors D.) factories E.) employees

A.) sales

_______________ are the four styles of communication in which everyone fits. A.) reflection, supporting, emotive, and directive B.) Emotive, directive, reflective, and supportive C.) Emoting, directing, reflective, and supportive D.) Emotion, direction, reflective, and supportive E.) Emoting, directing, reflecting, and supporting

B.) Emotive, directive, reflective, and supportive

Which of the following communication styles combines higher sociability and higher dominance? A.) supportive B.) emotive style C.) expressive D.) directive style E.) reflective style

B.) emotive style

It is a challenge to ________________ when the salesperson has one style of communication and the customer has another style. A.) get the customer to agree to a contract B.) establish rapport C.) agree to a product solution D.) establish product requirements E.) negotiate

B.) establish rapport

To illustrate ________________, how strengths become weaknesses, three intensity zones are added to the communication-style model. A.) communication style bias B.) the strength-weakness paradox C.) versatility D.) adaptive selling model E.) style flexing

B.) the strength-weakness paradox

_____________ reflects the amount of control we exert over our emotional expressiveness and is one of the major dimensions of the communication-style model. A.) Spontaneity B.) Expressiveness C.) Sociability D.) Competitiveness E.) Dominance

C.) Sociability

Many sales are lost because salespeople fail to __________________. A.) offer attractive pricing B.) communicate the value proposition correctly C.) communicate effectively with the prospect D.) create a customer relationship E.) understand the customer's needs and requirements

C.) communicate effectively with the prospect

When our communication style differs from those with whom we are communicating, this is called _______________. A.) communication-style flexibility B.) a language barrier C.) communication-style bias D.) a cultural disconnect E.) style inflexibility

C.) communication-style bias

Determining where you fall on the dominance continuum and the sociability continuum are the first two steps in ______________________. A.) creating a sales presentation B.) determining if you would be a successful salesperson C.) determining your most preferred communication style D.) improving your relationship-selling skills E.) creating a relationship-selling strategy

C.) determining your most preferred communication style

Everyone displays characteristics of each of the four communication styles. However, in most cases one of the four styles is _______________. A.) not predominant and not readily detectable B.) predominant but not always readily detectable C.) predominant and readily detectable D.) usually subordinate but detectable E.) usually undetectable

C.) predominant and readily detectable

The best way to identify your customer's __________________ is the dominance and sociability indicator forms. A.) household income B.) family C.) preferred communication style D.) self-worth E.) level of education

C.) preferred communication style

Salesperson with which of the following communication styles are good listeners and complete their tasks in a quiet and unassuming manner. A.) expressive B.) directive C.) supportive D.) emotive E.) reflective

C.) supportive

The starting point for a salesperson to identify their preferred communication style is _________________. A.) completion of a personality assessment test B.) the Minnesota Multiphasic Personality Inventory assessment C.) the Keirsey Temperament Sorter assessment D.) completion of the dominance and sociability indicator forms E.) completion of the Myers Briggs Type Indicator assessment

D.) completion of the dominance and sociability indicator forms

Your customer also has a preferred communication style. The best way to identify your customer's preferred communication style is to ______________. A.) establish a pattern on your initial visit B.) ask others in the customer's organization for advice C.) ask the customer D.) fill out the dominance and sociability indicator forms as you interact with them E.) talk to vendors regarding how they perceive the best ways to interact with the customer

D.) fill out the dominance and sociability indicator forms as you interact with them

Everyone displays characteristics of four communication styles; however, one of the four styles is usually ______________. A.) not predominant and not readily detectable B.) is usually undetectable C.) is usually subordinate but detectable D.) predominant and readily detectable E.) predominant but not always readily detectable

D.) predominant and readily detectable

Impressions other form about us are based on what they observe us saying and doing. The patterns of behavior that others observe us doing and saying can be called ___________ style. A.) presentation B.) selling C.) leadership D.) personal E.) communication

E.) communication

Impressions other form about us are based on what they observe us saying and doing. The patterns of behavior that others observe us doing and saying can be called ____________ style. A.) leadership B.) presentation C.) selling D.) personal E.) communication

E.) communication

It is necessary to ____________________ in order to create the most productive relationships. A.) remember that individual communication style differences are not important B.) believe that individual style differences tend to be unstable C.) recognize that communication style is not restricted to a way of thinking and behaving D.) maintain anonymity at all times E.) get in sync with the communication style of the people you work with

E.) get in sync with the communication style of the people you work with

By combining two dimensions of human behavior (dominance and sociability) we can form a partial outline of ____________________. A.) a personal selling model B.) a relationship strategy C.) the strategic/consultative-selling model D.) a personal selling philosophy E.) the communication-style model

E.) the communication-style model