Professional Selling Test 2 Questions and Answers 100% Solved

Professional Selling Test 2 Questions and Answers 100% Solved Mohamed is having difficulty forming a positive opinion of the sales representative that services his store. He finds it difficult to understand how she develops her views. Mohamed is experiencing: A) submissive style bias. B) communication-style bias. C) cognitive dissonance. D) communication blockage. E) dominance style bias B) communication-style bias. A purchasing agent was overheard saying, "I don't know what it is, but I just don't like that sales representative". The purchasing agent is most likely experiencing: A) intensity bias. B) relationship bias. C) personality conflict bias. D) emotional intelligence bias. E) communication-style bias. E) communication-style bias. Kaitlyn has been described as a "take charge" sales representative. Her style model would be: A) sociable B) dominant C) easy going D) authoritarian E) reserved B) dominant People who are highly sociable tend to: A) hide their feelings. B) deny they have feelings. C) be followers. D) dislike authority. E) express their feelings freely. E) express their feelings freely. Cecilia has been described as having an Emotive style. She has: A) low sociability/low dominance B) high sociability/low dominance C) low sociability/high dominance D) high sociability/high dominance E) good communication-style flexing ability D) high sociability/high dominance Emotive people want to: A) dominate others. B) avoid developing social relationships. C) let others do the talking. D) develop social relationships quickly. E) relax in social settings. D) develop social relationships quickly. Bob has been described as having a Directive style. Bob has: A) low dominance/high sociability B) high dominance/low sociability C) high dominance/high sociability D) low dominance/low sociability E) low communication-style flexing ability B) high dominance/low sociability Directive people generally: A) take charge of some facet of the operation. B) take charge of every facet of the operation. C) delegate some responsibility to someone else. D) have low communication-style flexing skills. E) delegate all responsibility to someone else. B) take charge of every facet of the operation. Scott has been described as having a Reflective style. He has: A) high dominance/high sociability B) high communication-style flexing skills C) high dominance/low sociability D) low dominance/high sociability E) low dominance/low sociability E) low dominance/low sociability Reflective individuals: A) are outspoken and expressive. B) want to create social relationships. C) tend to reflect but rely on others' opinions. D) like to dominate over others E) gather all information before forming an opinion. E) gather all information before forming an opinion. People with Supportive communication-style use __________ to accomplish tasks. A) power B) authority C) friendly persuasion D) logical arguments E) bribes C) friendly persuasion Supportive individuals: A) control emotional expression. B) find it easy to express views. C) do not express views. D) seem difficult to get to know. E) like to dominate over others. C) do not express views. Sally was sure she was going to close a deal with the ABC company president, Mr. Jones. She presented the facts fast and focused, and stuck to business. Mr. Jones wanted to have coffee and inquired how she enjoyed her position. She declined coffee and avoided his question. She did not make the sale because of what communication-style bias? A) She is an Emotive/he is Supportive B) She is a Directive/he is a Reflective C) She is an Emotive/he is Emotive D) She is a Supporter/he is an Emotive E) She is a Directive/he is a Supportive E) She is a Directive/he is a Supportive Desmond wants to be able to adapt his communication style in order to accommodate the needs of other people. Desmond is: A) style flexing B) flexible C) friendly D) accommodating E) style changing A) style flexing To sell effectively to Emotives, Alyson must: A) be stiff and formal B) place a lot of emphasis on facts and details C) talk about his plans D) support