Question 1

Moira and Mariah are sisters.Both of them are risk avoiders.They speak slowly and softly in a monotone voice,move stiffly,and use few gestures.Both of them dislike people who tend to be slow,late,and inconsistent.They don't like the idea of dressing casually to work,and they appreciate lectures that include lots of facts and figures.According to the quadrants of the social style matrix,Moira and Mariah are most likely to be classified as:

Accepted Answer

A)   analyticals.
B)   drivers.
C)   expressives.
D)   amiables.
E)   gatekeepers.F) A) and D)
G) C) and D)

Question 2

As you enter a prospect's office,you see _____ and become fairly certain that you are dealing with a prospect who is most likely to be categorized as an amiable according to the social style matrix.

Accepted Answer

A)   annual sales awards on the wall
B)   a prominently displayed calendar
C)   pictures of the prospect's family on the desk
D)   a graph of the projected sales for the quarter
E)   numerous sales chartsF) C) and D)
G) A) and B)

Question 3

Personal selling is the most effective marketing communication medium because it allows salespeople to manipulate customers.

Accepted Answer

A) True 
 B)False

Question 4

According to the quadrants of the social style matrix,which of the following is most likely a strength of expressive salespeople?

Accepted Answer

A)   Efficiency and determinedness
B)   Enthusiasm and creativity
C)   Dependability and supportiveness
D)   Orderliness
E)   ThoroughnessF) A) and B)
G) A) and C)

Question 5

Tony works as a salesperson at Franklin Delights,a company that specializes in labor-saving kitchen appliances.When Tony gives a presentation to the owner of a small but popular diner,he actually demonstrates how swiftly one can chop,slice,or grate vegetables and fruits using his company's product.However,when selling the same product to a luxury hotel,he informs the hotel manager about his existing client base.This ability to vary his sales presentation indicates that Tony is practicing _____ selling.

Accepted Answer

A)   reactive
B)   fixed
C)   outlined
D)   adaptive
E)   methodologicalF) A) and C)
G) B) and E)

Question 6

According to the quadrants of the social style matrix,which of the following should salespeople do when selling to expressives?

Accepted Answer

A)   They should focus on sales presentations with factual statements and technical details.
B)   They should demonstrate how their product will help the customers achieve personal status and recognition.
C)   They should avoid presenting a product that will require the customers to be the first ones to use the product.
D)   They should refrain from preparing sales presentations with product demonstrations and creative graphics.
E)   They should avoid mentioning testimonials from well-known firms and people during their sales presentations.F) All of the above
G) C) and E)

Question 7

Some companies insist that their inside salespeople:

Accepted Answer

A)   customize their sales presentation based on a computerized customer-prediction model.
B)   collect substantial information about a customer before they interact with him or her.
C)   memorize the entire sales presentation and deliver it word for word.
D)   avoid providing information about the features of their products over the telephone.
E)   all of these.F) C) and E)
G) All of the above C

Question 8

The slogan best suited to individuals classified as "drivers" is "Let us not make any hasty decisions."

Accepted Answer

A) True 
 B)False

Question 9

What is the difference between performance feedback and diagnostic feedback?

Accepted Answer

Performance feedback focuses purely on p...

Question 10

What are the two dimensions that the social style matrix uses to understand social behavior?

Accepted Answer

Assertiveness and responsiveness are the...

Question 11

According to the social style matrix,amiables' loyalty toward suppliers is based on their feeling that well-reasoned decisions do not need to be reexamined.

Accepted Answer

A) True 
 B)False

Question 12

When Kerry went to meet a new prospect,he found that the prospect was dressed in a flamboyant suit and his office had an open and friendly atmosphere.His desk was quite cluttered and unorganized.Furthermore,Kerry noticed the prospect waving at and greeting subordinates throughout the sales presentation.Kerry's prospect will most likely fall under the category of _____ according to the social style matrix.

Accepted Answer

A)   drivers
B)   expressives
C)   amiables
D)   analyticals
E)   radicalsF) A) and D)
G) All of the above B

Question 13

"Your approach on that last call was off target.You emphasized low acquisition cost,while the prospect seemed more interested in durability and minimizing the need for regular maintenance," critiqued Robin's sales manager when evaluating a sales call they had made together.In this scenario,Robin is receiving _____ feedback.

Accepted Answer

A)   reciprocal
B)   diagnostic
C)   performance
D)   generalized
E)   damage controlF) A) and C)
G) A) and D)

Question 14

A sales manager says,"Let us talk about why you did not achieve your goals last month." In this scenario,the sales manager is providing diagnostic feedback.

Accepted Answer

A) True 
 B)False

Question 15

Unlike less versatile people,more versatile people _____.

Accepted Answer

A)   stick to principles
B)   look at a single side of an issue
C)   are unpredictable
D)   are specialists
E)   have well-defined interestsF) B) and E)
G) A) and B)

Question 16

According to the social style matrix,prospects who are categorized as "analyticals" expect sales interviews to proceed at a quick pace.

Accepted Answer

A) True 
 B)False

Question 17

According to the social style matrix,which of the following best describes drivers?

Accepted Answer

A)   They are swift and efficient decision makers.
B)   They are low on assertiveness and high on responsiveness.
C)   They prefer working with others because they enjoy people.
D)   They focus on the future,directing their time and effort toward achieving their vision.
E)   They are interested in simple technical information.F) D) and E)
G) A) and C)

Question 18

Each quadrant of the social style matrix defines a different type of personality.People who are low on assertiveness and high on responsiveness are called:

Accepted Answer

A)   drivers.
B)   expressives.
C)   amiables.
D)   analyticals.
E)   gatekeepers.F) A) and B)
G) A) and C)

Question 19

According to the social style matrix,amiables tend to develop loyalty toward suppliers.

Accepted Answer

A) True 
 B)False

Question 20

What are the differences among standard memorized,outlined,and customized sales presentations?

Accepted Answer

The standard memorized or canned presentation is a completely memorized sales talk in which salespeople present the same selling points in the same order to all customers.An outlined presentation is a prearranged presentation that usually includes a standard introduction,standard answers to common objections raised by customers,and a standard method for getting the customer to place an order.A customized presentation is based on a detailed analysis of the customer's needs.

Exam 5: Adaptive Selling for Relationship Building

Correct Answer
verified

As you enter a prospect's office,you see _____ and become fairly certain that you are dealing with a prospect who is most likely to be categorized as an amiable according to the social style matrix.

Correct Answer
verified

Personal selling is the most effective marketing communication medium because it allows salespeople to manipulate customers.

Correct Answer
verified

According to the quadrants of the social style matrix,which of the following is most likely a strength of expressive salespeople?

Correct Answer
verified

Correct Answer
verified

According to the quadrants of the social style matrix,which of the following should salespeople do when selling to expressives?

Correct Answer
verified

Some companies insist that their inside salespeople:

Correct Answer
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C

The slogan best suited to individuals classified as "drivers" is "Let us not make any hasty decisions."

Correct Answer
verified

What is the difference between performance feedback and diagnostic feedback?

Correct Answer
verified
Performance feedback focuses purely on p...
View Answer

What are the two dimensions that the social style matrix uses to understand social behavior?

Correct Answer
verified
Assertiveness and responsiveness are the...
View Answer

According to the social style matrix,amiables' loyalty toward suppliers is based on their feeling that well-reasoned decisions do not need to be reexamined.

Correct Answer
verified

Correct Answer
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B

Correct Answer
verified

A sales manager says,"Let us talk about why you did not achieve your goals last month." In this scenario,the sales manager is providing diagnostic feedback.

Correct Answer
verified

Unlike less versatile people,more versatile people _____.

Correct Answer
verified

According to the social style matrix,prospects who are categorized as "analyticals" expect sales interviews to proceed at a quick pace.

Correct Answer
verified

According to the social style matrix,which of the following best describes drivers?

Correct Answer
verified

Each quadrant of the social style matrix defines a different type of personality.People who are low on assertiveness and high on responsiveness are called:

Correct Answer
verified

According to the social style matrix,amiables tend to develop loyalty toward suppliers.

Correct Answer
verified

What are the differences among standard memorized,outlined,and customized sales presentations?

Exam 5: Adaptive Selling for Relationship Building

Correct AnswerverifiedShow Answer

As you enter a prospect's office,you see _____ and become fairly certain that you are dealing with a prospect who is most likely to be categorized as an amiable according to the social style matrix.

Correct AnswerverifiedShow Answer

Personal selling is the most effective marketing communication medium because it allows salespeople to manipulate customers.

Correct AnswerverifiedShow Answer

According to the quadrants of the social style matrix,which of the following is most likely a strength of expressive salespeople?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

According to the quadrants of the social style matrix,which of the following should salespeople do when selling to expressives?

Correct AnswerverifiedShow Answer

Some companies insist that their inside salespeople:

Correct AnswerverifiedC

The slogan best suited to individuals classified as "drivers" is "Let us not make any hasty decisions."

Correct AnswerverifiedShow Answer

What is the difference between performance feedback and diagnostic feedback?

Correct AnswerverifiedPerformance feedback focuses purely on p...View AnswerShow Answer

What are the two dimensions that the social style matrix uses to understand social behavior?

Correct AnswerverifiedAssertiveness and responsiveness are the...View AnswerShow Answer

According to the social style matrix,amiables' loyalty toward suppliers is based on their feeling that well-reasoned decisions do not need to be reexamined.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedB

Correct AnswerverifiedShow Answer

A sales manager says,"Let us talk about why you did not achieve your goals last month." In this scenario,the sales manager is providing diagnostic feedback.

Correct AnswerverifiedShow Answer

Unlike less versatile people,more versatile people _____.

Correct AnswerverifiedShow Answer

According to the social style matrix,prospects who are categorized as "analyticals" expect sales interviews to proceed at a quick pace.

Correct AnswerverifiedShow Answer

According to the social style matrix,which of the following best describes drivers?

Correct AnswerverifiedShow Answer

Each quadrant of the social style matrix defines a different type of personality.People who are low on assertiveness and high on responsiveness are called:

Correct AnswerverifiedShow Answer

According to the social style matrix,amiables tend to develop loyalty toward suppliers.

Correct AnswerverifiedShow Answer

What are the differences among standard memorized,outlined,and customized sales presentations?

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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C

Correct Answer
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Performance feedback focuses purely on p...
View Answer

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Assertiveness and responsiveness are the...
View Answer

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Correct Answer
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B

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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