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83.
List the three types of sales presentations.
84.
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?
85.
What do purchasing agents rate as one of the most important attributes of good salespeople?
86.
How does diagnostic feedback help salespeople?
87.
What is the social style matrix?
88.
What are the two dimensions that the social style matrix uses to understand social behavior?
89.
Does simply having strong opinions make an individual assertive? Why, or why not?
90.
Natalie uses facts, is serious, and often speaks in a monotone voice. In the social style matrix,
how would Natalie be categorized?
91.
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?
92.
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?
93.
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?
94.
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?
95.
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?
Essay Questions
96.
What are the differences among standard memorized, outlined, and customized sales
presentations?
97.
What is the difference between performance feedback and diagnostic feedback?
98.
How do salespeople acquire knowledge about company products and policies, customer
needs, and selling situations?
Learning Objective: 05-04 How can salespeople acquire this knowledge?
99.
List and describe the two dimensions of the social style matrix.
100.
Based on the social style matrix, describe drivers and expressives and the appropriate sales
techniques for each category.
101.
Based on the social style matrix, describe amiables and analyticals and the appropriate sales
technique for each category.
102.
List a few suggestions that might help salespeople accurately assess a prospect's social
style.
103.
Luke attended a course in which he was trained to apply the social style matrix to make better
sales presentations. When he got home from the course, he tried to apply the techniques he
had learned to determine his own social style. Why might his self-assessment be very
misleading?
104.
How can salespeople improve their versatility in sales situations?
105.
Henry attended a course in which he was trained to apply the social style matrix to 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 will be? Why?
