Some Buyers Place High Value on the Bottom Line and Tend

question 18

Multiple Choice

Some buyers place high value on the bottom line and tend to be impatient to close the deal quickly.When closing the sale with such a person, it is important for the salesperson to keep it strictly business-related.What Social Style Theory behaviour is being represented in this example?

• A)Amiable
• B)Drivers
• C)Analytical
• D)Expressives
• E)Impatient

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Definitions:

Clever Hans

Refers to a case study from early 20th century of a horse that was claimed to perform arithmetic and other intellectual tasks, later found to be responding to involuntary cues from humans.

Flashing Signals

Lights that blink on and off to convey messages, warnings, or signals, commonly used in road traffic controls and electronic devices.

Principle of Parsimony

A methodological principle suggesting that the simplest explanation is often the correct one when comparing theories with equal predictive capabilities.

Parsimonious

A characteristic of an explanation or theory that requires the fewest assumptions, variables, or changes to be effective or accurate.