Chapters 5 and 8 Review Questions

We generally form impression of people by observing

• The colour of their hair

• Their behaviour

• The food they like to it.

• Where they were born.

²The thoughts, feelings, and actions that characterize someone is known as ............................

• Brand

• Charm

• Personality

• Swag

Altering sales behaviours in order to improve communication with the customer is called ..........................

• Fluctuating Selling

• Discriminatory Selling

• Flexible selling

• Adaptive selling

Communication ​ (a)   is a state of mind we often experience when we have contact with another person whose communication style is different from our own.

• bias
• confusion
• gap
• misunderstanding

To create the most productive relationships, it is necessary to get in sync with the communication styles of the people you work with

• True

• Maybe

• False

Vema deliberately adjusts her communication style to accommodate the needs of prospective customers. This adjustment is called .......................

• Double standards

• Style flexing

• Target approaching

• Communication instability

Four basic communication styles are based on two critical dimensions of human behaviour. These are ​ (a)  

• dominance and sociability
• strength and speed
• dominance and speed
• education and sociability

The tendency to influence or exert one’s will over others in a relationship is called

• Dominance
• Oppression

• Rude

• Sociable

Match the following verbal and non-verbal attributes with their corresponding personality styles

• Supportive/Collaborative style

• 1) Appears quite active

  2) Takes the social initiative in most cases

  3) Likes to encourage informality

  4) Expresses emotional opinions

• Emotive/Expressive style

• 1) Appears to be quite busy

  2) May give the impression of not listening

  3) Displays a serious attitude

  4) Likes to maintain control 

• Director/Directive style

• 1) Gives appearance of being quiet & reserved

  2) Listens attentively to other people

  3) Tends to avoid the use of power

  4) Makes decisions in a thoughtful and deliberate manner

• Reflective/Deliberative style

• 1) Controls emotional expression

  2) Displays a preference for orderliness

  3) Tends to express measured opinions

  4) Seems difficult to get to know

Style flexing is a sales strategy that can be learned

• False

• True