selling chapter 5
Describe the person who tends to be high in sociability.
A person high in the Sociability Continuum is determined,confident, and very outgoing.
What is the reaction of most people who study communication styles for the first time? Why does this reaction surface?
Most people's reaction to studying communication style for the first time is that they feel frustrated because they believe they are more than one style.
define style flexing. How can style flexing improve sales productivity?
Style flexing is changing your style of communication to adapt to the style of consumer. How Style flexing helps is that if you are more of a emotive style and you are trying to sell to someone who is also a emotive style you as the seller should switch more to a passive style and let the customer be the aggressor. This will make it so you don't butt heads with the client and the transaction occurs.
What two dimensions of human behavior are used to identify communication style?
The 2 dimensions used to identify human behavior are the Dominance Continuum and Sociability Continuum.
What are the benefits to the salesperson who understands communication style?
The benefits of understanding communication style is that you can accept a wide arrangement of customers and adapt to their style, increasing your sales.
Describe the five major principles that support communication style theory.
The five major principles are: Individual differences exist and are important: we all come in different forms and styles that influence how we perceive someone. A communication style is a way of thinking and behaving: Basically we might both be very good at selling but we both have different methods of style we prefer to do it as. Individual style differences tend to be stable: What this means is that you usually have a certain style by the age of 5 and lasts your whole lifetime. There is a finite number of styles: There are styles that fall into the same category that multiple people can be in. To create the most productive relationships, it is necessary to get in sync with the communication style of the people you work with: You can lose multiple sales if you don't adapt your style to what style your client wants.
What are the four communication styles? Develop a brief description of each of the styles.
The four communication styles are: Emotive Style: They are high in sociability and high in dominance. They are very outgoing people who express their emotions and show initiative in conversations. Directive Style: They are low in sociability and high in dominance. They are very serious and want things done quickly. Reflective Style: They are low in sociability and low in dominance. They keep to themselves and think logically. Supportive Style: They are high in sociability and low in dominance.They prefer listening than to making decisions.
What is the meaning of the term communication style?
What Communication Style is people's coming up with an image of someone without ever meeting them, just based off when they have seen.
Explain the statement, "Your greatest strength can become your greatest weakness."
What that statement means is that lets say you are a salesperson in the supportive role so you display more of a passive sale but you are so passive that you barely contact the client and he gets extremely uninterested, you just lost a sale.
