Question 1

When Donna Driver calls on Amy Amiable, Donna's efficient, determined, decisive way of doing business may come across as:

Accepted Answer

Donna's traits of being efficient, determined and decisive may be interpreted as pushy and dominating by Amy, especially if Amy has a more collaborative and laid-back approach to business dealings.

Question 2

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

Accepted Answer

Thoroughness is a key strength of the analytical social style. Analytical individuals are detail-oriented, focused on facts and data, and take a systematic approach to problem-solving. This thoroughness can lead to accurate and well-informed decisions.

Question 3

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

Accepted Answer

A strength of the expressive social style is their dramatic flair, which allows them to captivate and engage their audience. They are often excellent communicators who can motivate and inspire others.

Question 4

The strengths of any social style can be weaknesses if they are not consistent with what a customer wants to deal with. For example, the enthusiasm and dramatic flair of an expressive social style may seem instead to show a person who is:

Accepted Answer

The enthusiasm and dramatic flair of an expressive social style can be perceived as opinionated and unstable if it does not align with the customer's expectations or preferences.

Question 5

"The company is going to purchase an expert system to help us improve our adaptive selling skills," says Keith, one of your salesperson buddies. You find yourself amazed that Keith could be so excited about a(n):

Accepted Answer

Keith is referring to an expert system, which is a type of computer program that uses artificial intelligence and machine learning to provide personalized recommendations and advice. This is likely to be more advanced and effective than a presentation, video tapes, correspondence course or order entry system for improving adaptive selling skills. Therefore, Keith's excitement about this purchase is not misplaced.

Question 6

When Tony sells his company's line of wind chimes to Tom King, the owner of King's Nursery, he carries one with him and illustrates its melodious sound to the customer. When Tony sells his company's line of wind chimes to Milt Pressley, the owner of Franklin Hardware, he shows Pressley the sales projections for next year. This ability to vary his sales presentation according to social styles indicates that Tony has a high degree of:

Accepted Answer

Tony's ability to vary his sales presentation according to the social styles of his customers indicates that he has a high degree of versatility. This means that he is able to adapt his approach to different situations and people, which is an important trait for successful salespeople. Responsiveness and maneuverability are not directly related to this situation, while maturity and assertiveness may be important in different contexts but are not the best choices here.

Question 7

The best social style for a salesperson is:

Accepted Answer

Each social style has its own unique strengths and weaknesses. A salesperson who only uses one social style may struggle to connect with certain customers and miss opportunities to close sales. It is important for salespeople to be able to adapt their communication style to best fit the needs of each individual customer. Therefore, it is not possible to identify one specific social style as the "best" for a salesperson.

Question 8

When identifying a customer's social style, salespeople should:

Accepted Answer

Attempting to get the customer to reveal their social style rather than relying on assumptions, first impressions, or personal feelings is the most accurate and effective method for identifying a customer's social style.

Question 9

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

Accepted Answer

The driver style is known for being decisive, which can be a strength in certain situations where quick and assertive decision-making is needed. The other options (dramatic flair, thorough, supportive, and personable) are not necessarily strengths specific to the driver style.

Question 10

A customer who has an expressive social style views the salesperson with a driver orientation as:

Accepted Answer

A customer who has an expressive social style views the salesperson with a driver orientation as all of the above. This is because drivers are typically seen as serious, closed, intense, and unemotional.

Question 11

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

Accepted Answer

Asking the prospect about their factors for selecting a vendor can provide Karen with insight into their decision-making process and therefore their social style. This can help her tailor her approach to better connect with them. Relying solely on first impressions, assuming based on someone's job, or using intuition without rational thought could lead to inaccurate assessments of the prospect's social style. It's also important to remain open to adjusting her assessments as more information is gathered.

Question 12

Which of the following is most descriptive of the weak points of the analytical social style?

Accepted Answer

The analytical social style is often characterized by a focus on data and logic, which can sometimes make individuals appear cold and calculating.

Question 13

The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party is the text's definition of:

Accepted Answer

Versatility refers to the ability to adapt and adjust to the needs of others in a relationship to improve productivity and effectiveness.

Question 14

Each of the following items should suggest the prospect you are meeting with is an analytical EXCEPT:

Accepted Answer

Photos of recreational league softball teams suggest a social or team-oriented personality rather than an analytical one.

Question 15

When identifying a customer's social style, salespeople should:

Accepted Answer

All of the options mentioned are important when identifying a customer's social style. Salespeople should avoid making assumptions and judgments based on initial reactions or stereotypes, ask questions to gather information about the customer, and be aware of potential inaccuracies in their assessment. It is also important to recognize that social style is not necessarily tied to specific job roles or functions, so salespeople should avoid making assumptions in this regard as well.

Question 16

Even though Vincent has an analytical orientation, he is able to modify his sales presentations to accommodate the style of his customers. This means that Vincent has a high degree of:

Accepted Answer

Vincent's ability to modify his sales presentations to accommodate his customers' style shows his versatility, which means the ability to adapt and change to meet different situations and needs. This is different from maturity, which refers to emotional intelligence and being able to handle situations with balance and composure. Responsiveness, assertiveness, and maneuverability are also not as fitting since they refer to different skills or traits.

Question 17

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

Accepted Answer

The social style matrix focuses on identifying a person's communication style and adapting one's own communication style to better match the other person's style. It does not address the content of the communication. Other methods may exist for developing adaptive selling skills, but they may not rely on the same dimensions as the social style matrix. Additionally, computers can be used in training systems for developing adaptive selling skills.

Question 18

When Kerry saw his prospect's yellow and green plaid trousers, white golf shirt with gold buttons, and his black and white shoes, he was fairly certain that he was in the company of a(n):

Accepted Answer

The description given of the prospect's attire suggests that he is expressive, as he is wearing bold and attention-grabbing clothing. This may indicate that he has a more outgoing and sociable personality, which matches with the traits typically associated with someone who is expressive. The other options are less likely based on the given information.

Question 19

The strengths of any social style can be weaknesses if they are not consistent with what a customer wants to deal with. For example, the orderly, serious, and thorough nature of analyticals may also be perceived as:

Accepted Answer

The analytical style can be perceived as cold and calculating if the customer wants a more personable interaction.

Question 20

A(n) _____ is a computer program that contains the knowledge, rules, and decision processes employed by experts and then uses these elements to solve problems, suggest strategies, and provide advice.

Accepted Answer

An expert system is a computer program that contains the knowledge, rules, and decision processes employed by experts and then uses these elements to solve problems, suggest strategies, and provide advice.

Quiz 5: Adaptive Selling for Relationship Building

When Donna Driver calls on Amy Amiable, Donna's efficient, determined, decisive way of doing business may come across as:

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

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

The strengths of any social style can be weaknesses if they are not consistent with what a customer wants to deal with. For example, the enthusiasm and dramatic flair of an expressive social style may seem instead to show a person who is:

"The company is going to purchase an expert system to help us improve our adaptive selling skills," says Keith, one of your salesperson buddies. You find yourself amazed that Keith could be so excited about a(n) :

The best social style for a salesperson is:

When identifying a customer's social style, salespeople should:

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

A customer who has an expressive social style views the salesperson with a driver orientation as:

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

Which of the following is most descriptive of the weak points of the analytical social style?

The effort people make to increase the productivity of a relationship by adjusting to the needs of the other party is the text's definition of:

Each of the following items should suggest the prospect you are meeting with is an analytical EXCEPT:

When identifying a customer's social style, salespeople should:

Even though Vincent has an analytical orientation, he is able to modify his sales presentations to accommodate the style of his customers. This means that Vincent has a high degree of:

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

When Kerry saw his prospect's yellow and green plaid trousers, white golf shirt with gold buttons, and his black and white shoes, he was fairly certain that he was in the company of a(n) :

The strengths of any social style can be weaknesses if they are not consistent with what a customer wants to deal with. For example, the orderly, serious, and thorough nature of analyticals may also be perceived as:

A(n) _____ is a computer program that contains the knowledge, rules, and decision processes employed by experts and then uses these elements to solve problems, suggest strategies, and provide advice.