Question 1

Salespeople need to possess effective communications skills so that they:

Accepted Answer

A)  Can do a better job of asking for the order. 
B)  Are better able to identify buying needs and accurately convey proposed solutions. 
C)  Are better able to communicate to the selling organization. 
D)  Have an advantage over their customers. 
E)  Both the b and d are correct. 
A)  Can do a better job of asking for the order. 
B)  Are better able to identify buying needs and accurately convey proposed solutions. 
C)  Are better able to communicate to the selling organization. 
D)  Have an advantage over their customers. 
E)  Both the b and d are correct.

Question 2

Once you get the hang of it, active listening is relatively easy and does not require much effort.

Accepted Answer

A) True 
 B)False

Question 3

A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ____ type of SPIN question.

Accepted Answer

A)  Implication 
B)  Problem 
C)  Situation 
D)  Need-Payoff 
E)  None of the above 
A)  Implication 
B)  Problem 
C)  Situation 
D)  Need-Payoff 
E)  None of the above

Question 4

With respect to SIER, addressing the question of "what meaning does the sender intend?"

Accepted Answer

The answer of With respect to SIER, addressing the question...

Question 5

Suppose a salesperson is interested in learning how to listen not only to what the buyer is saying, but how the buyer is saying it. The salesperson should probably work on his/her what?

Accepted Answer

A)  Questioning skills 
B)  Active listening skills 
C)  Serious listening skills 
D)  Nonverbal language interpretation skills (NLIS) 
E)  Nonverbal communication skills 
A)  Questioning skills 
B)  Active listening skills 
C)  Serious listening skills 
D)  Nonverbal language interpretation skills (NLIS) 
E)  Nonverbal communication skills

Question 6

With respect to ADAPT, "how might your customer service improve if you no longer have that problem?" is and example of a/an ____________ question.

Accepted Answer

The answer of With respect to ADAPT, "how might your...

Question 7

The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.

Accepted Answer

A) True 
 B)False

Question 8

When talking with the buyer, a salesperson should never break eye contact.

Accepted Answer

A) True 
 B)False

Question 9

Salespeople often combine different types of questions to accomplish multiple and closely related sales objectives.

Accepted Answer

A) True 
 B)False

Question 10

After sensing and interpreting a message, the salesperson should begin evaluating the message before responding to it.

Accepted Answer

A) True 
 B)False

Question 11

__________refers to the personal distance that individuals prefer to keep between themselves and other individuals; it is an important element of nonverbal communication.

Accepted Answer

The answer of __________refers to the personal distance that individuals...

Question 12

Which the following is a characteristic of nonverbal language?

Accepted Answer

A)  Its meaning is culturally based 
B)  Its meaning is universal 
C)  It's a component in all forms of communication 
D)  It is extremely easy to control 
E)  It conveys very little meaning 
A)  Its meaning is culturally based 
B)  Its meaning is universal 
C)  It's a component in all forms of communication 
D)  It is extremely easy to control 
E)  It conveys very little meaning

Question 13

One of the objectives of strategic question is to _______________ the sale.

Accepted Answer

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

Question 14

Which of the following is usually not an objective of strategic questioning?

Accepted Answer

A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  All of the above are objectives of strategy questioning 
A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  All of the above are objectives of strategy questioning

Question 15

With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.

Accepted Answer

The answer of With respect to SPIN, "how have those...

Question 16

Active listening requires both cognition and concentration.

Accepted Answer

A) True 
 B)False

Question 17

Pictures are an important part of effective communication because they're usually easier to recall than words alone.

Accepted Answer

A) True 
 B)False

Question 18

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

Accepted Answer

The answer of Questions that refer to or directly result...

Question 19

After asking problem questions, the salesperson should begin asking need-payoff questions.

Accepted Answer

A) True 
 B)False

Question 20

"SPIN is a progressive questioning system while ADAPT is a regressive questioning system.

Accepted Answer

A) True 
 B)False

Salespeople need to possess effective communications skills so that they:

Once you get the hang of it, active listening is relatively easy and does not require much effort.

A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ____ type of SPIN question.

With respect to SIER, addressing the question of "what meaning does the sender intend?"

Suppose a salesperson is interested in learning how to listen not only to what the buyer is saying, but how the buyer is saying it. The salesperson should probably work on his/her what?

With respect to ADAPT, "how might your customer service improve if you no longer have that problem?" is and example of a/an ____________ question.

The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.

When talking with the buyer, a salesperson should never break eye contact.

Salespeople often combine different types of questions to accomplish multiple and closely related sales objectives.

After sensing and interpreting a message, the salesperson should begin evaluating the message before responding to it.

__________refers to the personal distance that individuals prefer to keep between themselves and other individuals; it is an important element of nonverbal communication.

Which the following is a characteristic of nonverbal language?

One of the objectives of strategic question is to _______________ the sale.

Which of the following is usually not an objective of strategic questioning?

With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.

Active listening requires both cognition and concentration.

Pictures are an important part of effective communication because they're usually easier to recall than words alone.

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

After asking problem questions, the salesperson should begin asking need-payoff questions.

"SPIN is a progressive questioning system while ADAPT is a regressive questioning system.

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

Salespeople need to possess effective communications skills so that they:

Once you get the hang of it, active listening is relatively easy and does not require much effort.

A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ____ type of SPIN question.

With respect to SIER, addressing the question of "what meaning does the sender intend?"

Suppose a salesperson is interested in learning how to listen not only to what the buyer is saying, but how the buyer is saying it. The salesperson should probably work on his/her what?

With respect to ADAPT, "how might your customer service improve if you no longer have that problem?" is and example of a/an ____________ question.

The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.

When talking with the buyer, a salesperson should never break eye contact.

Salespeople often combine different types of questions to accomplish multiple and closely related sales objectives.

After sensing and interpreting a message, the salesperson should begin evaluating the message before responding to it.

__________refers to the personal distance that individuals prefer to keep between themselves and other individuals; it is an important element of nonverbal communication.

Which the following is a characteristic of nonverbal language?

One of the objectives of strategic question is to _______________ the sale.

Which of the following is usually not an objective of strategic questioning?

With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.

Active listening requires both cognition and concentration.

Pictures are an important part of effective communication because they're usually easier to recall than words alone.

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

After asking problem questions, the salesperson should begin asking need-payoff questions.

"SPIN is a progressive questioning system while ADAPT is a regressive questioning system.

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