Professional Selling Test 2 2026 Questions
and Answers
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 - Correct answer-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.
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,D) emotional intelligence bias.
E) communication-style bias. - Correct answer-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 - Correct answer-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. - Correct answer-E) express their feelings freely.
Cecilia has been described as having an Emotive style. She has:
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,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 - Correct answer-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. - Correct answer-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
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, C) high dominance/high sociability
D) low dominance/low sociability
E) low communication-style flexing ability - Correct answer-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. - Correct answer-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
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and Answers
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 - Correct answer-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.
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,D) emotional intelligence bias.
E) communication-style bias. - Correct answer-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 - Correct answer-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. - Correct answer-E) express their feelings freely.
Cecilia has been described as having an Emotive style. She has:
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,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 - Correct answer-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. - Correct answer-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
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, C) high dominance/high sociability
D) low dominance/low sociability
E) low communication-style flexing ability - Correct answer-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. - Correct answer-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
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