Answer False Learning Topic Adaptive Selling Based on Buyers

Answer false learning topic adaptive selling based on

This preview shows page 154 - 156 out of 247 pages.

Answer: False Learning Objective: 04-02Topic: Adaptive Selling Based on Buyer’s Personality StyleBlooms: Remember AACSB: Level of Difficulty: Easy Explanation: A senser is an action-oriented person who deals with the world through his or her senses. A feeler is people-oriented and sensitive to the needs of others.24. Self-concept theory asserts that buyers have four images: real self, self-image, ideal self, and looking-glass self.Answer: True Learning Objective: 04-02Topic: The Buyer’s Personality Should Be ConsideredBlooms: Remember AACSB: Level of Difficulty: Easy Explanation: Self-concept theory asserts that buyers have four images including real self, self-image, ideal self, and looking-glass self. A salesperson should try to understand the buyer’s self-concept.25. The ideal self is how people see themselves, and the looking-glass self refers to how people think others regard them. Answer: FalseLearning Objective: 04-02Topic: The Buyer’s Personality Should BeConsideredBlooms: Remember AACSB: Level of Difficulty: Easy 1-154
Background image
Explanation: The ideal self is what people would like to be. Self-image is how people see themselves. The looking-glass self is how people think others regard them.26. Successful salespeople are true to their own self-image and do not try to match their communication style with that of their prospect. Answer: FalseLearning Objective: 04-02Topic: The Buyer’s Personality Should Be ConsideredBlooms: UnderstandAACSB: Level of Difficulty: MediumExplanation: In order to be successful, most salespeople have to adapt their own personal style so that they can relate to buyers. Recognizing the personality of the buyer is the first stepin making modifications to a presentation style.27. Persuasion is the ability to change a person's belief, position, or course of action. Answer: True Learning Objective: 04-05Topic: Master Persuasive Communication to Maintain ControlBlooms: Remember AACSB: CommunicationLevel of Difficulty: Easy Explanation: Persuasion means the ability to change a person’s belief, position, or course of action. An effective communicator will most likely be successful at persuasion.28. Even if a salesperson fails to notice the feedback signals being sent by a prospect, feedback has still occurred. Answer: FalseLearning Objective: 04-05Topic: Master Persuasive Communication to Maintain ControlBlooms: UnderstandAACSB: CommunicationLevel of Difficulty: MediumExplanation: Feedback does not refer to any specific type of listening behavior by the buyer but rather to a recognizable response. If the salesperson fails to notice or respond to signals, such as a frown or a shake of the head, no feedback can occur, which means faulty or incomplete communication.29. Probing questions are intended to assess the buyer’s attitude about a sales presentation.
Background image
Image of page 156

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture