Question: Selling Today, 13e (Manning/Ahearne/Reece) Chapter 5   Communication Styles: A Key to A…

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Jun 13, 2022



Question: Selling Today, 13e (Manning/Ahearne/Reece) Chapter 5   Communication Styles: A Key to A…

by | Jun 13, 2022 | Questions & Answers

Selling Today, 13e

Chapter 5   Communication Styles: A Key to
Adaptive Selling Today

True/ False

8) In a selling situation, the reflective customer wants plenty
of facts presented as rapidly as possible.

9) Adapting to the customer’s preferred communication style can
enhance sales performance.

10) In the communication-style model, people who fall into zone
two display their unique behavior characteristics with less
intensity than in zone one.

11) The zones in the communication-style model might be thought
of as “intensity zones.”

12) Style flexing is the deliberate attempt to accommodate the
needs of your customer.

13) Tone of voice can be a clue to identifying a customer’s
communication style.

14) If the prospect’s most preferred communication style is
reflective, the salesperson should avoid actions that are too


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