Question 1

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

Accepted Answer

The answer of ____________ refer to groups of related nonverbal...

Question 2

With respect to SPIN, "what sort of system are you currently using?" is an example of a/an ________________question.

Accepted Answer

The answer of With respect to SPIN, "what sort of...

Question 3

One of the objectives of strategic questioning is to ____________ thinking.

Accepted Answer

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

Question 4

In trust-based selling it is more important that the salesperson talks with rather than at the buyer.

Accepted Answer

A) True 
 B)False

Question 5

The acronym SPIN stands for?

Accepted Answer

A)  Situation questions, Problem questions, Implication questions, and Need-payoff questions. 
B)  Situation questions, Personal questions, Indication questions, and Need-payoff questions. 
C)  Similar questions, Personal questions, Impersonal questions, and New questions. 
D)  Speak to the decision maker, Probe for needs, Identify problem, Never take no for an answer. 
E)  Speak, Probe, Identify, Need-payoff. 
A)  Situation questions, Problem questions, Implication questions, and Need-payoff questions. 
B)  Situation questions, Personal questions, Indication questions, and Need-payoff questions. 
C)  Similar questions, Personal questions, Impersonal questions, and New questions. 
D)  Speak to the decision maker, Probe for needs, Identify problem, Never take no for an answer. 
E)  Speak, Probe, Identify, Need-payoff.

Question 6

Salespeople use evaluative questions to uncover prospects' perceptions and feelings regarding existing and desired circumstances.

Accepted Answer

A) True 
 B)False

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

With respect to SPIN, "what sort of system are you currently using?" is an example of a/an ________________question.

One of the objectives of strategic questioning is to ____________ thinking.

In trust-based selling it is more important that the salesperson talks with rather than at the buyer.

The acronym SPIN stands for?

Salespeople use evaluative questions to uncover prospects' perceptions and feelings regarding existing and desired circumstances.

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

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

With respect to SPIN, "what sort of system are you currently using?" is an example of a/an ________________question.

One of the objectives of strategic questioning is to ____________ thinking.

In trust-based selling it is more important that the salesperson talks with rather than at the buyer.

The acronym SPIN stands for?

Salespeople use evaluative questions to uncover prospects' perceptions and feelings regarding existing and desired circumstances.

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