Understanding a Customer's Communication Style Tells the Salesperson

question 15

Multiple Choice

Understanding a customer's communication style tells the salesperson:

• A)the customer's preferences in how they are communicated with and what their product needs are
• B)the customer's preferences in how they are communicated with,but not what their product needs are
• C)the customer's product needs,but not their preferences in how they are communicated with
• D)neither the customer's product needs nor their preferences in how they are communicated with
• E)what the approximate length of the sales cycle will be for this customer

---

Definitions:

Personal Constructs

Theory positing that individuals interpret the world and phenomena through a system of personal constructs, which are dichotomous mental representations.

Possible Selves

The various identities an individual imagines they might become, which can include hopes, fears, goals, and expectations for the future.

Possible Self

An individual's conception of themselves in the future, encompassing hopes, fears, and goals.

Kind of Person

Describes the general character or personality traits that distinguish an individual.