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57.
Which of the following best describes responsive people?
58.
_____ is a dimension of social style that is based on how emotional people tend to get in social
situations.
59.
Unlike more responsive people, less responsive people _____.
60.
According to the social style matrix, which of the following best describes drivers?
61.
Kevin works as a salesperson in a company that manufactures and sells luxury cars. He wants
to present a luxury car to Simone, the owner of a luxury car showroom. The customer
database team has informed him that she belongs to the expressive quadrant of the social
style matrix. What should Kevin do to close the deal?
62.
According to the quadrants of the social style matrix, which of the following should
salespeople do when selling to expressives?
63.
Each quadrant of the social style matrix defines a different type of personality. People who are
low on assertiveness and high on responsiveness are called:
64.
According to the quadrants of the social style matrix, which of the following should
salespeople do when selling to amiables?
65.
According to the quadrants of the social style matrix, which of the following best describes
amiables?
66.
James is best described as a risk avoider who moves deliberately and speaks slowly. He is
supportive by nature, cool and aloof, and never shows any emotion. In which of the following
quadrants of the social style matrix does James most likely belong?
67.
Moira and Mariah are sisters. Both of them are risk avoiders. They speak slowly and softly in a
monotone voice, move stiffly, 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 quadrants of the
social style matrix, Moira and Mariah are most likely to be classified as:
68.
"With your gardening background, Ms. Black, I am sure you can see the time and energy you
will save by investing in this new self-propelled tiller. You can work on 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 in the salesperson's presentation
here, Ms. Black most likely belongs to the _____ quadrant of the social style matrix.
69.
As you enter a prospect's office, you see _____ and become fairly certain that you are dealing
with a prospect who is most likely to be categorized as an amiable according to the social
style matrix.
70.
According to the quadrants of the social style matrix, which of the following best describes
analyticals?
71.
When Kerry went to meet a new prospect, he found that the prospect 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.
72.
According to the quadrants of the social style matrix, which of the following best exemplifies
an analytical prospect?
73.
When identifying customers' social styles, Karen should:
74.
In the context of the social style matrix, the best social style for a salesperson is that of a(n):
75.
According to the quadrants of the social style matrix, a significant weakness of expressive
salespeople is that:
76.
According to the quadrants of the social style matrix, _____ is most likely a strength of driver
salespeople.
77.
Jake, a sales trainee, has been working with his manager Tiana for almost a year. He has been
helping her prepare presentations and accompanying her during all her sales presentations.
During this period, Tiana has found him to be consistently dependable, supportive, and
personable. However, she has noticed that he is usually undisciplined and rigid. According to
the quadrants of the social style matrix, Jake is most likely a(n) _____ salesperson.
78.
According to the quadrants of the social style matrix, which of the following is most likely a
strength of expressive salespeople?
79.
According to the quadrants of the social style matrix, which of the following best describes
analytical salespeople?
80.
According to the quadrants of the social style matrix, identify a similarity between analyticals
and amiables.
5-32
81.
The effort people make to increase the productivity of a relationship by adjusting to the needs
of the other party is known as:
82.
Unlike less versatile people, more versatile people _____.
Short Answer Questions
