Question 1

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?

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Question 2

Ms.Arnold,an inventory manager at HospitalHealth,met two salespeople to finalize a supplier for the hospital's oxygen machines.She met the first salesperson and told him that she really liked his products and that she hoped to do business together in the future.She met the second salesperson and told him the same thing.Afterward,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?

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Question 3

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

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Question 4

Based on the social style matrix,describe drivers and expressives and the appropriate sales techniques for each category.

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Question 5

Does simply having strong opinions make an individual assertive? Why,or why not?

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Question 6

How do salespeople acquire knowledge about company products and policies,customer needs,and selling situations?

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Question 7

Unlike less versatile people,more versatile people _____.

Accepted Answer

The word "versatile" refers to someone who is able to adapt and change easily. Therefore, it would make sense that they are unpredictable and not confined to a specific set of behaviors or beliefs.

Question 8

What is the difference between performance feedback and diagnostic feedback?

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Question 9

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.She also notices a meticulously organized desk and brochures of her competitors that her prospect has most likely been using to conduct a thorough market research.Under which category of the social style matrix will you place Hylana's prospect?

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Question 10

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

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Question 11

Gwen prepared a 20-minute sales presentation for Mr.James and included facts and figures to show him how her company's anti-theft system will help improve his business by reducing shoplifting and inventory shrinkage.She knew that she would have his decision within 15 minutes of starting the presentation.In which category of the social style matrix would you place Mr.James?

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Question 12

How does diagnostic feedback help salespeople?

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Question 13

While selling to Linda,Brett appears to be friendly and outgoing.He begins the presentation by inquiring about Linda's family and encourages her to talk about business.While selling to Victoria,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.In this scenario,what kind of selling do you think Brett does?

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Question 14

Luke walks into a prospect's office and sees a series of motivational posters,a cluttered desk,and his prospect dressed in flamboyant clothes.Under which category of the social style matrix will you place Luke's prospect?

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Question 15

What is the social style matrix?

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Question 16

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

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Question 17

List the three types of sales presentations.

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Question 18

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

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Question 19

The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party is known as:

Accepted Answer

Versatility is defined as the ability to change or be changed easily according to the situation or need. In a relationship, being versatile means being able to adjust to the needs of the other person, which can increase productivity and improve the overall dynamic. This requires effort and willingness to compromise, making it the best choice out of the options given.

Question 20

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

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Quiz 5: Adaptive Selling for Relationship Building