Exam 4: Communication Skills

The pitch of a salesperson's voice often affects his/her credibility with buyers.

There is really no difference between serious listening and social listening.

ADAPT stands for Assessment Discovery Activation ________________ and Transition.

The term Proxemics refers to the issue of personal distance.

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a ____ type of SPIN question.

Which of the following is the best example of an open-end question?

"Do you see the merits of the solution I'm proposing?" is an example of which type of question?

"How well are your current suppliers performing?" is an example of which type of ADAPT question?

A salesperson asking a buyer "How is your productivity affected when your copier is not functioning properly?" is asking a ____ type of SPIN question.

___________questions are designed to penetrate below generalized or superficial information to elicit more articulate and precise details for use in needs discovery in solution identification.

With respect to ADAPT, "how has that problem affected your customer service?" is an example of a/an ______________ question.

The social zone ranges from ______ to _______feet.

__________________refers to the conscious and unconscious reactions, movements, and utterances that people use in addition to the words and symbols associated with language.

Receiving both verbal and nonverbal communication is the objective of which active listening component?

Each individual type of nonverbal communication carries meaning. However, collectively the pieces of nonverbal communication being expressed at the same time combine to form unique meaning (that is, different from that of the individual pieces). This collection of nonverbal communication is referred to as ____.

The purpose of sales communication is to seek agreement from the prospective buyer.

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

"How will the supplier's inability to deliver on time affect your planned expansion?" is an example which type of ADAPT question?

The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called?

With respect to ADAPT, "so having a supplier who is never late with deliveries is important to you?" is an example of a/an __________ question.