chapter 5 study plan

Which of the following communication styles would reflect a person who would be described as​ aggressive, demanding, and​ opinionated?

Directive

Which of the following is the​ communication-style model that has a tendency to control or prevail over​ others?

Dominance

Which of the following communication styles combines higher sociability and higher​ dominance?

Emotive style

The underlying principles of the theory of behavioral or communication style bias includes one critical​ component: ________.

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

The​ ______________ is at the heart of the​ style-flexing sales strategy.

Platinum Rule

The salesperson should learn as much as possible about the customer and try to determine his or her communication style through which of the​ following?

Preapproach

Platinum rule

Provides each of us with the motivation we need to treat others the way they want to be treated.

​________ reflects the amount of control we exert over our emotional expressiveness and is one of the two major dimensions of the​ communication-style model.

Sociability

Salespersons with which of the following communication styles are good listeners and complete their tasks in a quiet and unassuming manner.

Supportive

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 planning calendar

Sales performance can be enhanced by​ ________ the​ customer's preferred communication style.

adapting to

Many sales are lost because salespeople fail to​ ________.

communicate effectively with the prospect

Impressions others 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.

communication

The starting point in identifying your preferred communication style is​ ________.

completion of the dominance and sociability indicator forms

Determining where you fall on the dominance continuum and the sociability continuum are the first two steps in​ ________________________.

determining your most preferred communication style

The two dimensions that assess major aspects of human behavior are​ ________.

dominance and sociability

It is a challenge to​ _________________when the salesperson has one style of communication and the customer has another style.

establish rapport

Your customer also has a preferred communication style. The best way to identify your​ customer's preferred communication style is to​ ________.

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

It is necessary to​ _____________________ in order to create the most productive relationships.

get in sync with the communication style of the people you work with

Everyone displays characteristics of the four communication​ styles; however, one of the four styles is usually​ ________.

predominant and readily detectable

The best way to identify your​ customer's __________________ is the dominance and sociability indicator forms.

preferred communication style

Many​ ________ are lost because salespeople fail to communicate effectively with the prospect.

sales

The salesperson can adjust his or her style to meet the needs of others. This process is called​ ________.

style flexing

By combining two dimensions of human behavior​ (dominance and​ sociability) we can form a partial outline of​ _______________________.

the​ communication-style model

To illustrate​ _________________, how strengths become​ weaknesses, three intensity zones are added to the​ communication-style model.

the​ strength-weakness paradox

Salespersons who​ ________ can minimize common barriers to sales success.

use cultural sensitivity training and engage in appropriate adaptation

A third dimension of human​ behavior, ________, is important in dealing with communication styles that are different from your own.

versatility

Roger Wenschlag describes​ ___________________as "the degree to which a salesperson is perceived as developing and maintaining buyer comfort throughout the sales​ process."

versatility

​________ are the four styles of communication in which everyone fits.

​Emotive, directive,​ reflective, and supportive

When our communication style differs from those with whom we are​ communicating, this is called​ ________.

​communication-style bias