The idea that the characteristics that make others respect you can also make others frustrated with you is called:
A) sociability paradox
B) dominance paradox
C) strength-weakness paradox
D) flexing paradox
E) communication paradox
Answer: C
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Professional Selling
- All of the following are steps to creating and delivering the customer value model EXCEPT:
- Which style flexing technique is most appropriate for a salesperson to use in the presence of an emotive customer?
- Relative to Americans, Canadians are more likely to be:
- When a reflective salesperson moves into the excess zone, he or she is apt to:
- When we move into the excess zone, all of the following usually happens EXCEPT:
- Zone one, zone two and the excess zone are used to describe which dimension of our communication styles?
- People who display their emotions with less intensity are said to be in:
- Recording a customer's communication style in CRM software can help a salesperson:
- The immature characteristics of each style are:
- The word used to describe the ability to adapt communication styles to deal with different people is:
- An effective way to minimize communication-style bias is to:
- If you have a preferred communication style, you will:
- For each person, one of the four styles is usually:
- Other names for the Emotive style include all of the following EXCEPT:
- The four-style model is:
- A customer who combines low dominance and high sociability displays which of the following styles?
- The words "aloof" and "stuffy" describe which side of which of the following styles?
- The combination of low dominance and low sociability defines a communication style known as:
- A customer who displays the reflective communication style can accurately be described as:
- The combination of high dominance and low sociability defines a style known as:
- A customer who takes the social initiative in most cases and expresses emotions openly is displaying characteristics of which of the following styles?
- The scale designed to measure the amount of control we exert over our emotional expressiveness is the:
- A customer who is lower in dominance would most likely be:
- A customer who is higher in dominance tends to do which of the following?