Which Combination of Communication Styles Between Salesperson and Customer Will

question 33

Multiple Choice

Which combination of communication styles between salesperson and customer will likely result in a good relationship,but may not develop into a firm sale?

• A)Directive salesperson with Directive customer
• B)Directive salesperson with Supportive customer
• C)Supportive salesperson with Supportive customer
• D)Supportive salesperson with Reflective customer
• E)Reflective salesperson with Emotive customer

Understand the importance of asking comprehensive questions during negotiation to gather information.

Identify and evaluate different negotiation strategies including reactive, accommodative, and their impacts.

Grasp the critical components of effective planning in negotiation.

Recognize the significance of relationship building in the negotiation process.

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Definitions:

Dispositional Attributions

The tendency to attribute people's behaviors to their inherent personal characteristics, rather than to situational factors.

Situational Attributions

The process of assigning the cause of a behavior or action to external circumstances or events, rather than to personal characteristics or dispositions.

Belief-Based Feelings

Emotions that are primarily influenced by the beliefs or perceptions about a situation or an event.

Roles

Socially expected behavior patterns associated with a particular position or status in a group or society.