Question 1

With respect to trust-based selling, the purpose of sales communication is:

Accepted Answer

A)  To seek the buyer's agreement. 
B)  To seek the buyer's commitment. 
C)  To obtain an order from the buyer. 
D)  To seek common understanding between the buyer and seller. 
E)  To help the buyer understand the salesperson. 
A)  To seek the buyer's agreement. 
B)  To seek the buyer's commitment. 
C)  To obtain an order from the buyer. 
D)  To seek common understanding between the buyer and seller. 
E)  To help the buyer understand the salesperson.

Question 2

Proper grammar is important to almost any sales presentation, either oral or written.

Accepted Answer

A) True 
 B)False

Question 3

"Are you interested in making a purchase today?" is an example of a SPIN question.

Accepted Answer

A) True 
 B)False

Question 4

"What are the growth objectives of the company?" is an example which type of ADAPT question?

Accepted Answer

A)  Assessment questions 
B)  Activation questions 
C)  Transition questions 
D)  Problem questions 
E)  Discovery questions 
A)  Assessment questions 
B)  Activation questions 
C)  Transition questions 
D)  Problem questions 
E)  Discovery questions

Question 5

Suppose you are a salesperson engaged in face-to-face communication with a perspective buyer. You notice that the buyer backs away from you each time you step closer to him/her. Which of the following is most likely?

Accepted Answer

A)  The buyer is not interested in what you are saying 
B)  You are invading the buyer's personal zone 
C)  You are invading the buyer's public zone 
D)  The buyer does not like you 
E)  You have bad breath 
A)  The buyer is not interested in what you are saying 
B)  You are invading the buyer's personal zone 
C)  You are invading the buyer's public zone 
D)  The buyer does not like you 
E)  You have bad breath

Question 6

Closed-ended questions encourage the customer to respond freely.

Accepted Answer

A) True 
 B)False

Question 7

If you find that people you speak with often misinterpret your verbal messages, you should probably work on what?

Accepted Answer

A)  Your sales presentation 
B)  Your listening skills 
C)  Your voice characteristics 
D)  Your understanding of proxemics 
E)  Asking new and different questions. 
A)  Your sales presentation 
B)  Your listening skills 
C)  Your voice characteristics 
D)  Your understanding of proxemics 
E)  Asking new and different questions.

Question 8

_________________questions are designed to limit the customer's response to one or two words.

Accepted Answer

The answer of _________________questions are designed to limit the customer's...

Question 9

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

Accepted Answer

A) True 
 B)False

Question 10

One of the objectives of strategic questioning is to generate ________________________.

Accepted Answer

The answer of One of the objectives of strategic questioning...

Question 11

The acronym SIER stands for what?

Accepted Answer

A)  Seeing, Interpreting, Earning, and Realizing 
B)  Sensing, Interpreting, Evaluating, and Responding 
C)  Sensing, Implying, Earning, and Realizing 
D)  Sensitive, Interested, Eager, and Responsive 
E)  None of the above are correct 
A)  Seeing, Interpreting, Earning, and Realizing 
B)  Sensing, Interpreting, Evaluating, and Responding 
C)  Sensing, Implying, Earning, and Realizing 
D)  Sensitive, Interested, Eager, and Responsive 
E)  None of the above are correct

Question 12

With respect to SIER, sensing refers to receiving the verbal and nonverbal components of a message.

Accepted Answer

A) True 
 B)False

Question 13

Active listening is efficient for salespeople because they can actively form responses while the buyer is talking.

Accepted Answer

A) True 
 B)False

Question 14

SIER stands for_______________, interpreting, evaluating and responding.

Accepted Answer

The answer of SIER stands for_______________, interpreting, evaluating and responding....

Question 15

Questions designed to let the customer respond freely are known as ____________ questions.

Accepted Answer

The answer of Questions designed to let the customer respond...

Question 16

Which of the following are likely to result when a salesperson uses poor grammar in either oral or written communications?

Accepted Answer

A)  The meaning and credibility of the message are significantly downgraded 
B)  The receiver begins to focus on the standard rather than the message 
C)  The receiver dismisses the sender and the sender's organization as being unable to perform the role of an effective supplier and partner 
D)  The probability of effective communication is reduced 
E)  All the above are likely to result 
A)  The meaning and credibility of the message are significantly downgraded 
B)  The receiver begins to focus on the standard rather than the message 
C)  The receiver dismisses the sender and the sender's organization as being unable to perform the role of an effective supplier and partner 
D)  The probability of effective communication is reduced 
E)  All the above are likely to result

Question 17

________________ is a form of listening that is associated with events or topics in which it is important to sort through, interpret, understand, and respond to received messages.

Accepted Answer

The answer of ________________ is a form of listening that...

Question 18

____________questions are used to shift or redirect the topic of discussion when the discussion gets off course or when a line of questioning proves to be of little interest or value.

Accepted Answer

The answer of ____________questions are used to shift or redirect...

Question 19

A salesperson wishing to shift or redirect the topic of discussion should use which of the following types of questions?

Accepted Answer

A)  Evaluative 
B)  Reactive 
C)  Probing 
D)  Tactical 
E)  None of the above 
A)  Evaluative 
B)  Reactive 
C)  Probing 
D)  Tactical 
E)  None of the above

Question 20

The collection of related expressions, gestures, and movements combining to form nonverbal messaged are called nonverbal clusters.

Accepted Answer

A) True 
 B)False

With respect to trust-based selling, the purpose of sales communication is:

Proper grammar is important to almost any sales presentation, either oral or written.

"Are you interested in making a purchase today?" is an example of a SPIN question.

"What are the growth objectives of the company?" is an example which type of ADAPT question?

Suppose you are a salesperson engaged in face-to-face communication with a perspective buyer. You notice that the buyer backs away from you each time you step closer to him/her. Which of the following is most likely?

Closed-ended questions encourage the customer to respond freely.

If you find that people you speak with often misinterpret your verbal messages, you should probably work on what?

_________________questions are designed to limit the customer's response to one or two words.

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

One of the objectives of strategic questioning is to generate ________________________.

The acronym SIER stands for what?

With respect to SIER, sensing refers to receiving the verbal and nonverbal components of a message.

Active listening is efficient for salespeople because they can actively form responses while the buyer is talking.

SIER stands for_______________, interpreting, evaluating and responding.

Questions designed to let the customer respond freely are known as ____________ questions.

Which of the following are likely to result when a salesperson uses poor grammar in either oral or written communications?

________________ is a form of listening that is associated with events or topics in which it is important to sort through, interpret, understand, and respond to received messages.

____________questions are used to shift or redirect the topic of discussion when the discussion gets off course or when a line of questioning proves to be of little interest or value.

A salesperson wishing to shift or redirect the topic of discussion should use which of the following types of questions?

The collection of related expressions, gestures, and movements combining to form nonverbal messaged are called nonverbal clusters.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 4: Communication Skills

With respect to trust-based selling, the purpose of sales communication is:

Proper grammar is important to almost any sales presentation, either oral or written.

"Are you interested in making a purchase today?" is an example of a SPIN question.

"What are the growth objectives of the company?" is an example which type of ADAPT question?

Suppose you are a salesperson engaged in face-to-face communication with a perspective buyer. You notice that the buyer backs away from you each time you step closer to him/her. Which of the following is most likely?

Closed-ended questions encourage the customer to respond freely.

If you find that people you speak with often misinterpret your verbal messages, you should probably work on what?

_________________questions are designed to limit the customer's response to one or two words.

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

One of the objectives of strategic questioning is to generate ________________________.

The acronym SIER stands for what?

With respect to SIER, sensing refers to receiving the verbal and nonverbal components of a message.

Active listening is efficient for salespeople because they can actively form responses while the buyer is talking.

SIER stands for_______________, interpreting, evaluating and responding.

Questions designed to let the customer respond freely are known as ____________ questions.

Which of the following are likely to result when a salesperson uses poor grammar in either oral or written communications?

________________ is a form of listening that is associated with events or topics in which it is important to sort through, interpret, understand, and respond to received messages.

____________questions are used to shift or redirect the topic of discussion when the discussion gets off course or when a line of questioning proves to be of little interest or value.

A salesperson wishing to shift or redirect the topic of discussion should use which of the following types of questions?

The collection of related expressions, gestures, and movements combining to form nonverbal messaged are called nonverbal clusters.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters