Reference no: EM132154833
1. Which of these statements regarding behavioral styles is incorrect?
A) People respond favorably to styles that are similar to their own.
B) Individuals will often shift to another behavioral style in times of stress.
C) Your behavioral style is determined at a relatively young age.
D) Everyone uses just two styles that include their primary and secondary styles.
E) All of the above are incorrect.
2. NLP theory puts forth the idea of using eye movements in order to determine how someone best receives information. Annette often uses phrases like, "I smell something fishy about this deal," and "This is a sweet deal." According to NLP, what is Annette's primary mode of perception?
A) Representational.
B) Kinesthetic.
C) Auditory.
D) Gustatory.
E) Visual.
3. A necessary step when selling to an analytical person is being able to
A) Stroke the client's ego as you patiently wait to make a sales pitch.
B) Listen and respond passionately about which product will help the largest number of people.
C) Tell them which product is going to pay off big in the long run.
D) Relate and empathize with their need to be a part of the team.
E) Support your logical proposal with full documentation.
4. A basic concept in behavioral communication styles is that
A) People respond favorably to a style that is similar or complementary to their own primary and backup styles.
B) Understanding his own communication style will not help a salesperson close more sales.
C) Salespeople can use this information to their advantage, and no one will be the wiser.
D) Understanding communication styles is part of learning to be a salesperson, but it has yet to be determined whether it is useful.
E) People can be more easily manipulated if you understand their personal communication style.
5. Analyticals are most likely to be comfortable with those individuals who support their
A) Principles and thinking.
B) Relationships and dreams.
C) Goals and future plans.
D) Dreams and intuitions.
E) Conclusions and actions.
6. Neurolinguistic programming identifies those who respond best to information conveyed by graphs, diagrams, and charts as
A) Auditory learners.
B) Visual learners.
C) Analytical learners.
D) Intuitive learners.
E) Kinesthetic learners.