Salespeople Should Use the Tactic of Style Flexing with Customers

question 40

Multiple Choice

Salespeople should use the tactic of style flexing with customers and prospects because:

• A)it is a breach of etiquette to speak more or less than your customer does in a sales meeting
• B)a prospect will not buy from someone who presents as more dominant than the prospect is
• C)it is the C for courtesy in the CARE model
• D)people like to do business with others they perceive as being similar to themselves
• E)it is unethical to use the power differential in different communication styles to close a sale

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Definitions:

Iconic Memory

A type of sensory memory that holds a brief visual impression of a scene after the stimulus has been removed.

Auditory Sensory Memory

The short-term storage of auditory information, allowing sounds to be retained briefly for processing after the sound has finished.

Visual Sensory Memory

The component of the sensory memory system which stores visual information for a very brief period.

Registered Nurse

A licensed healthcare professional who provides patient care, including medication administration, patient education, and support for recovery and health maintenance.