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Exam 5: Adaptive Selling for Relationship Building

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Question 31

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Before going into a prospect's office,the secretary advised the new salesperson that her boss likes facts and figures and is suspicious of anyone who tries to establish a personal relationship with him.With the secretary's description,the salesperson would most likely conclude that the prospect falls under the category of:

A) drivers.
B) expressives.
C) amiables.
D) analyticals.
E) avoiders.

F) A) and B)
G) A) and E)

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Question 32

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As part of his job,Leon is required to travel from one prospective client's location to another,where he performs detailed analyses of the clients' operations and helps his company's salespeople prepare presentations on how his company's products will improve the prospect's way of doing business.The sales force of Leon's company uses _____ presentations.

A) memorized
B) outlined
C) standardized
D) canned
E) customized

F) A) and D)
G) A) and E)

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Question 33

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"With your gardening background,Ms.Black,I am sure you can see the time and energy you would save by investing in this new self-propelled tiller.Because you can grow an even bigger vegetable garden with the same energy,and have more vegetables to sell,you will be able to easily repay the initial investment after the first year,even when we factor in an assumed rate of interest of 12.5 percent." Based on the details provided by the salesperson's presentation here,Ms.Black most likely belongs to the category of _____ in the social style matrix.

The strengths of any social style can be weaknesses if they are not consistent with what a customer wants.For example,the enthusiasm and dramatic flair of an expressive social style in a salesperson may lead to him being labeled as:

Before Harley can make a(n) _____ presentation,he will need cooperation from the client in conducting an analysis of the client's needs.

According to the social style matrix,prospects who are categorized as "drivers" expect the atmosphere in sales interviews to be businesslike,effective,and efficient.

When Brett sells to Mr.Black,he is friendly and outgoing,begins the interview with questions about Mr.Black's family,and encourages Mr.Black to talk about business.When Brett sells to Mr.Vincent,he gets right down to the purpose of his call,does not engage in small talk,and uses charts and tables to support his selling points.From this description,what kind of selling do you think Brett does?

Moira and Mariah are sisters.Both of them are risk avoiders.They speak slowly and softly in a monotone voice,exhibit deliberate and stiff movements,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 social style matrix,Moira and Mariah would be classified as:

Outline a few suggestions that might help salespeople make accurate assessments of a prospect's social style.

Amiable is thought to be the best social style for a sales presentation.

Natalie uses facts,is serious,and often speaks in a monotone voice.In the social style matrix,how would Natalie be categorized?

Ms.Arnold told the first hospital supplies salesperson she met today that she really liked his products and that she hoped they could do business together in the future.She told the second salesperson the same thing after his presentation.Afterwards,she told her secretary to find another supplier because neither salesperson actually had the product quality that the hospital desired.In which category of the social style matrix would you place Ms.Arnold?

Performance feedback is more useful to salespeople than diagnostic feedback.

When Kerry went to meet a new prospect,he found that the man 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.

In the context of the social style matrix,the best social style for a salesperson is that of a(n) :

Brad frequently adjusts his sales presentation to meet the needs of different customers.What quality does Brad possess that helps him be a successful salesperson?

What do purchasing agents rate as one of the most important attributes of good salespeople?

David,your company's newest salesperson,tells his sales manager,"I wish I could figure out my new prospect.He is friendly,seems to agree with everything I say,but he keeps postponing the decision about which company will be his primary supplier.It's driving me nuts!" Based on your knowledge of the social style matrix,you can inform David that his prospect seems to fall under the category of:

Henry 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 two-hour course,he tried to apply the techniques he had learned to determine his customers' social styles.How successful do you think he would be? Why?

The most appropriate presentation technique for use with adaptive selling is the canned method.