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Exam 5: Adaptive Selling for Relationship Building

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Question 21

Multiple Choice

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Which of the following statements about a standard memorized presentation is FALSE?

A) It represents a highly inflexible type of presentation.
B) It encourages salespeople to talk too much and listen too little.
C) It discourages prospect participation during the presentation.
D) It prevents the salesperson from discovering his or her prospects' actual needs.
E) It requires the ability to speak extemporaneously during the presentation.

F) A) and B)
G) C) and D)

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Question 22

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Luisa has been in sales for about three years.In that time,she has learned that different sales presentations are necessary for different customers.In fact,she often changes her presentation during her sales calls depending upon the nature of the selling situation she encounters.Luisa is using:

A) generalized selling strategies.
B) referral opening.
C) adaptive selling.
D) seeding.
E) standardized sales strategies.

F) C) and E)
G) C) and D)

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Question 23

Multiple Choice

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In the context of the social style matrix,which of the following is a strength of the expressive social style?

For people categorized as "amiables" in the social style matrix,loyalty toward suppliers is based on personal relationships.

Effective salespeople adapt their selling strategies and approaches to the selling situation.

For the last two weeks,Jake,a newly-hired sales trainee,has been working with you as you make sales calls and carry out the responsibilities associated with managing your territory.During this time,you have found him to be consistently dependable,supportive,and personable,but at times he has struck you as somewhat undisciplined.Based on your knowledge of the social style matrix,you would classify Jake as a(n) :

Practicing adaptive selling does not mean salespeople should be dishonest about their products or their personal feelings.

While making a presentation to the owner of Harold's Dress Shop about a window display,Scott began to pick up nonverbal cues that this was not what the owner wanted.Scott asked,"Would you be interested in a window with less clutter that showcased some of your more expensive items?" When the owner replied,"Yes," then Scott modified his existing sales strategy to incorporate his ideas for the showcase window.In this scenario,Scott was seen to be practicing _____ selling

David Merrill and Roger Reid developed a sales training method that divides prospects into four different categories: relater,socializer,thinker,and director.

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

Individuals classified as "drivers" in the social style matrix have a great desire to get ahead in their companies and careers.

Instead of using her company's standard memorized presentation,Fiona has developed an outline presentation.She knows an outline presentation has the advantage(s) of being:

Lauren can be described as assertive because she has strongly held convictions,and she is very vocal about her opinions.

Jimmy sells encyclopedias.Every time he knocks on a door,he begins by asking,"Are there any small children in the house?" From there,he asks about their age,and if the parent has considered preparing for their children's future.If the customer does not refuse to listen to him right away,he begins to list the benefits of owning a set of encyclopedias.He always lists the benefits in the same way and always ends his presentation by saying,"You need to buy your child a set of these books to protect his or her future." Because Jimmy makes no adjustments as he talks to a prospect,it can be said that Jimmy is using a(n) _____ presentation.

Even before Michelle could explain why a prospect had not purchased her company's new line of eco-friendly outdoor furniture,her supervisor started explaining to her that she should have emphasized the fact that the furniture was made through a revolutionary recycling process and that its prices were justified by its quality and eco-friendly nature.In this scenario,the supervisor provided Michelle with _____ feedback by telling her how she could make better sales presentations.

For people categorized as "amiables" in the social style matrix,their loyalty toward suppliers is based on their feeling that well-reasoned decisions do not need to be reexamined.

As a salesperson using adaptive selling,it is important to give all prospects and clients the same standard presentation.

Teddy has very strong opinions about whether his local senator should be re-elected in the upcoming election,but he keeps them to himself.Because his opinions are so strongly held,it is correct to describe him as assertive.

The _____ matrix is a training program for building adaptive selling skills that uses two critical dimensions: assertiveness and responsiveness.

Which of the following items does NOT suggest that the prospect you are meeting with is an analytical prospect,according to the social style matrix?