Question 1

Premature evaluation of what the buyer is saying often prevents the salesperson from being an effective communicator.

Accepted Answer

A) True 
 B)False

Question 2

Talking with rather than at the customer is the basis of _______________sales communication.

Accepted Answer

The answer of Talking with rather than at the customer...

Question 3

In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?

Accepted Answer

A)  Less than 10% 
B)  About 50% 
C)  Close to 75% 
D)  Almost 90% 
E)  Almost none 
A)  Less than 10% 
B)  About 50% 
C)  Close to 75% 
D)  Almost 90% 
E)  Almost none

Question 4

SPIN stands for Situation, Problem and ______________.

Accepted Answer

The answer of SPIN stands for Situation, Problem and ______________....

Question 5

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.

Accepted Answer

A) True 
 B)False

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

An important part of listening is visual rather than auditory.

Accepted Answer

A) True 
 B)False

Question 8

How a person sits in a chair is a form of nonverbal communication.

Accepted Answer

A) True 
 B)False

Question 9

A salesperson with well developed questioning skills is able to control the flow and direction of the sales call through the questions he/she asks.

Accepted Answer

A) True 
 B)False

Question 10

One of the six facets of effective listening is to _________________nonverbals.

Accepted Answer

The answer of One of the six facets of effective...

Question 11

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

Accepted Answer

The answer of With respect to SPIN, "have you had...

Question 12

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

Accepted Answer

The answer of Studies and cognitive psychology have found that...

Question 13

Kim is a salesperson for ABC Advertising and is having trouble maintaining control of her sales calls. She finds that her customers often go off on tangents and will talk about relatively unimportant things until her time with those customers is up. Kim could probably benefit from ____.

Accepted Answer

A)  Improving her questioning skills 
B)  Being candid with her customers by telling them they are wasting her time 
C)  Talking more during the sales call so the customers don't have a chance to go off on tangents 
D)  Being more formal and less friendly during the sales call 
E)  All of the above 
A)  Improving her questioning skills 
B)  Being candid with her customers by telling them they are wasting her time 
C)  Talking more during the sales call so the customers don't have a chance to go off on tangents 
D)  Being more formal and less friendly during the sales call 
E)  All of the above

Question 14

Which of the following is not a type of question found in the ADAPT questioning system?

Accepted Answer

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

Question 15

Which of the following is an example of a closed-end question?

Accepted Answer

A)  How do you determine sales goals for each region? 
B)  Why are your customers currently unhappy? 
C)  Is this the primary reason you are interested in switching suppliers? 
D)  How do you currently process orders? 
E)  All of the above are closed-end questions. 
A)  How do you determine sales goals for each region? 
B)  Why are your customers currently unhappy? 
C)  Is this the primary reason you are interested in switching suppliers? 
D)  How do you currently process orders? 
E)  All of the above are closed-end questions.

Question 16

With respect to ADPT, "have you had any problem with your current supplier?" is an example of a/an ___________question.

Accepted Answer

The answer of With respect to ADPT, "have you had...

Question 17

One of the six facets of effective listening is to __________________the buyer to talk.

Accepted Answer

The answer of One of the six facets of effective...

Question 18

If the salesperson is successful with projection questions he/she should:

Accepted Answer

A)  Ask for the order. 
B)  Ask transition questions. 
C)  Ask implication questions. 
D)  Begin presenting a solution. 
E)  All of the above are correct. 
A)  Ask for the order. 
B)  Ask transition questions. 
C)  Ask implication questions. 
D)  Begin presenting a solution. 
E)  All of the above are correct.

Question 19

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

Accepted Answer

The answer of ___________questions that use open and closed-end question...

Question 20

Projection questions ask the buyer to describe what life would be like without a problem.

Accepted Answer

A) True 
 B)False

Premature evaluation of what the buyer is saying often prevents the salesperson from being an effective communicator.

Talking with rather than at the customer is the basis of _______________sales communication.

In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?

SPIN stands for Situation, Problem and ______________.

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.

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

An important part of listening is visual rather than auditory.

How a person sits in a chair is a form of nonverbal communication.

A salesperson with well developed questioning skills is able to control the flow and direction of the sales call through the questions he/she asks.

One of the six facets of effective listening is to _________________nonverbals.

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

Kim is a salesperson for ABC Advertising and is having trouble maintaining control of her sales calls. She finds that her customers often go off on tangents and will talk about relatively unimportant things until her time with those customers is up. Kim could probably benefit from ____.

Which of the following is not a type of question found in the ADAPT questioning system?

Which of the following is an example of a closed-end question?

With respect to ADPT, "have you had any problem with your current supplier?" is an example of a/an ___________question.

One of the six facets of effective listening is to __________________the buyer to talk.

If the salesperson is successful with projection questions he/she should:

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

Projection questions ask the buyer to describe what life would be like without a problem.

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

Premature evaluation of what the buyer is saying often prevents the salesperson from being an effective communicator.

Talking with rather than at the customer is the basis of _______________sales communication.

In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?

SPIN stands for Situation, Problem and ______________.

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.

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

An important part of listening is visual rather than auditory.

How a person sits in a chair is a form of nonverbal communication.

A salesperson with well developed questioning skills is able to control the flow and direction of the sales call through the questions he/she asks.

One of the six facets of effective listening is to _________________nonverbals.

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

Kim is a salesperson for ABC Advertising and is having trouble maintaining control of her sales calls. She finds that her customers often go off on tangents and will talk about relatively unimportant things until her time with those customers is up. Kim could probably benefit from ____.

Which of the following is not a type of question found in the ADAPT questioning system?

Which of the following is an example of a closed-end question?

With respect to ADPT, "have you had any problem with your current supplier?" is an example of a/an ___________question.

One of the six facets of effective listening is to __________________the buyer to talk.

If the salesperson is successful with projection questions he/she should:

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

Projection questions ask the buyer to describe what life would be like without a problem.

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