CST Communication Skills & Motivational Strategies 3

Question 1

According to the DISC behavioral model, which communication style should a sales trainer use when presenting to a high-'D' (Dominant) buyer?

Accepted Answer

Be direct, focus on results, and minimize unnecessary details

Answer

High-D personalities prefer direct, results-focused communication and dislike lengthy preambles or excessive detail.

Question 2

Which element of nonverbal communication has the greatest impact on perceived trustworthiness in face-to-face sales interactions?

Accepted Answer

Consistent eye contact within cultural norms

Answer

Consistent, culturally appropriate eye contact is most strongly linked to perceived honesty and trustworthiness in face-to-face interactions.

Question 3

A CST is coaching a rep who struggles with objection handling because they freeze when challenged. Which motivational approach addresses the root cause?

Accepted Answer

Use systematic desensitization through graduated role-play scenarios

Answer

Graduated role-play scenarios build confidence progressively, directly addressing the anxiety response that causes freezing.

Question 4

In the context of sales motivation, what does 'expectancy theory' (Vroom) suggest is the primary driver of effort?

Accepted Answer

The belief that effort leads to performance, which leads to valued rewards

Answer

Vroom's expectancy theory holds that motivation is driven by the belief that effort produces results, results produce rewards, and those rewards are valued.

Question 5

When delivering a motivational keynote to a sales team, which storytelling structure is most effective for driving behavioral change?

Accepted Answer

Hero's journey narrative with a relatable protagonist overcoming a specific challenge

Answer

The hero's journey structure is most persuasive because it creates emotional identification and shows a concrete path from challenge to success.

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST Communication Skills & Motivational Strategies 3