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Exam 6: Adaptive Selling for Relationship Building

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Question 21

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Luc walks into a prospect's office and sees a series of motivational posters, a cluttered desk, and his prospect dressed in Jimmy Buffett-style clothes. What social style should Luc assume his prospect is?

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Question 22

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_____ feedback provides information about what you are doing right and what you are doing wrong.

A) Extrinsic
B) Diagnostic
C) Performance
D) Evaluative
E) Fundamental

F) B) and E)
G) B) and C)

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Question 23

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Since graduating with his marketing degree about two years ago and taking his first job, Leon has been away from home over 200 nights. He never dreamed there would be so much travel in an engineering job, but his company keeps him on the go, trekking from one prospective client's location to another, where he performs detailed analyses of the customer's operations and helps his company's salespeople prepare presentations on how his firm's products will improve the prospect's way of doing business. Leon's employer apparently has the sales force using _____ presentations.

Tiffany is considering having her sales force use a standard memorized sales presentation. As a sales manager she should know all of the following are disadvantages, EXCEPT:

The most important knowledge any professional salesperson has is macro environment knowledge.

"If you'd follow my instructions more carefully and focus on getting the job done, you'd be a lot more successful." These instructions tell you the person giving them is most likely a(n) :

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. What social style should Hylana assume her prospect is?

During the sales presentation, the _____ method of conducting a sales presentation offers the greatest opportunity for the salesperson to respond to client input.

When considering social style and sales jobs, the best salespeople are amiables and drivers.

Salespeople need product knowledge about competitors' products as well as their own.

Which of the following is a strength of the driver social style?

As a salesperson using adaptive selling it is important for you to adjust to the client, even if you must fake a way of acting that is not really who you are.

List and define the two dimensions of the social style matrix.

When Marty met with his supervisor, the supervisor congratulated him for achieving 4 out of his 6 sales call objectives for the quarter, told him to try harder to achieve all of his sales call objectives next quarter, and then asked him to send in the next salesperson for her evaluation. Marty had hoped his supervisor would provide him with some help in figuring out why he had been unable to achieve his objectives. Marty wanted _____ feedback, and his supervisor gave him _____ feedback.

The two critical dimensions used to understand social behavior are:

In discussing knowledge salespeople should have, the text listed all of the following EXCEPT:

As Karen studies her prospect for cues as to his social style, she should:

To sell to Joann you need to appeal to her ego. She'd rather hear that your new product will cause people to notice her as an innovative leader than the exact amount of cost savings it will provide or that her employees would like it. Joann's social style best fits that of a(n) :

Luke attended a course in which he was trained to apply the social style matrix in order to help him make better sales presentations. When he got home from the course, he tried to apply the techniques he had learned to determine his own social style. Why might his self-assessment be very misleading?

Which of the following statements about training systems for developing adaptive selling skills is true?