Expert Q&A Done 7. Behavioral Styles are neither good nor bad, but they do assis

Question

Expert Q&A Done 7. Behavioral Styles are neither good nor bad, but they do assist you in determining intelligence, values, skills and educational level. (True or False) 8. Four Behavioral Styles (Match the Style with the appropriate action to be taken) a. be prepared with details, limit emotions b. present position in a non-threatening way .be Analyticala c be concise, involve in the process d allow time to talk, provide action plan Amiable 9. Building Trust and Credibility: (Select the Correct Answer) a. Listening-60%, Asking-20%. Informing-20% b. Listening-40%, Asking-50%. Informing-10 c. Listening-30%. Asking-30%, informing-40% d. Listening-50%. Asking-40%, informing-10% 10. The Four P's of Effective Questioning: (Select the Correct Answer) a. Big Picture, Problem, Priority, Pay-off b. Prospecting, Proposal, Presentation, Post-Call c. Preparing, Positioning, Pinpointing, Piloting d. None of the Above 11. The 5Ws and H, (Who, What, Where, Why, When and How) initiate Closed Probes which are used to uncover needed customer information. (True or False) 12. The Four elements of Active Listening: (Select the Correct Answer) a. Open Probe, Closed Probe, Summarize, Close b. Build Rapport, Upfront Contract, Uncover PAIN/GAIN c. Attention, Hearing, Understanding. Remembering d. Qualify Prospects, Disqualify Prospects, Mirror, Confirm Understanding 13. In order to sell value you must know your company's value proposition and your customers key value needs. (True or False) 14. The underlying causes for concern: (Select the Correct Answer) A previous bad experience? Uncertain or unfamiliar with your company, hasn't developed a level of trust/relationship with you? Reluctant to switch away from incumbent seller? All of the Above a. b. C. d.

Explanation / Answer

Answering the first 4 questions as per Chegg policy

Answer 7: FALSE

Explanation: Behavioral styles can help in determining the values of an individual but not intelligence, skills, and education level. It helps in determining a person’s thinking, decision making, and communication etc.

Answer 8:

Driver: Be concise, involve in the process

Analytical: Be prepared with details, limit emotions

Expressive: Allow time to talk, provide an action plan

Amiable: Present position in a non-threatening way

Answer 9: Option D – Listening (50%), Asking (40%) and Informing (10%)

Explanation: For building trust and credibility, a person should be willing to listen to the other party. He should ask relevant doubts and clarification which shows that he/she has understood well and is interested also. The informing aspect can be slightly less.

Answer 10: Option A – Big Picture, Problem, Priority, Payoff

Explanation: Good questioning has a definite start and end. It focuses on a specific agenda and drives towards the end results. While questioning effectively, a person should focus on the big picture, ask about the problem at hand, focus on the priorities of answerer and consider the various payoffs in different scenarios.

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