Question 1

Salespeople need to possess effective trust-based sales 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. B

Question 2

In order to be an effective listener a salesperson must do which of the following?

Accepted Answer

A)  Pay attention 
B)  Paraphrase and repeat 
C)  Make no assumptions about what the buyer is saying 
D)  Monitor the buyer's nonverbal language 
E)  All the above are correct 
A)  Pay attention 
B)  Paraphrase and repeat 
C)  Make no assumptions about what the buyer is saying 
D)  Monitor the buyer's nonverbal language 
E)  All the above are correct E

Question 3

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

Accepted Answer

A) True 
 B)False  True

Question 4

Trust-based sales communication is a form of communication that enables salespeople to convince buyers to buy just about anything provided the price is reasonable.

Accepted Answer

A) True 
 B)False

Question 5

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 6

__________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 7

Which of the following best describes the purpose of the SPIN questioning system?

Accepted Answer

A)  To involve the buyer in the sales presentation. 
B)  To uncover the needs of the buyer. 
C)  To stimulate the buyer's interest in hearing a solution. 
D)  To gain the buyer's commitment to a purchase. 
E)  Both b and c are correct. 
A)  To involve the buyer in the sales presentation. 
B)  To uncover the needs of the buyer. 
C)  To stimulate the buyer's interest in hearing a solution. 
D)  To gain the buyer's commitment to a purchase. 
E)  Both b and c are correct.

Question 8

The rate at which a person speaks often affects how others will perceive him/her.

Accepted Answer

A) True 
 B)False

Question 9

Which the following is a characteristic of nonverbal language?

Accepted Answer

A)  It includes body movement and vocal characteristics 
B)  It relatively unimportant to communication 
C)  It includes body movement but not vocal characteristics 
D)  It is extremely easy to control 
E)  It conveys very little meaning 
A)  It includes body movement and vocal characteristics 
B)  It relatively unimportant to communication 
C)  It includes body movement but not vocal characteristics 
D)  It is extremely easy to control 
E)  It conveys very little meaning

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

A salesperson asking a buyer "How is your productivity affected when your copier is not 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 12

_________________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 13

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 14

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

Accepted Answer

A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  Explain Benefits 
A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  Explain Benefits

Question 15

_________________ is an informal mode of listening that can be associated with day-to-day conversation and entertainment.

Accepted Answer

The answer of _________________ is an informal mode of listening...

Question 16

The ADAPT questioning system is similar to the SPIN questioning system in that:

Accepted Answer

A)  Both questioning systems include a sequential set of questions. 
B)  Both questioning systems seek to uncover needs. 
C)  Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem. 
D)  Both questioning systems may utilize open-end and closed-end questions. 
E)  All of the above are correct. 
A)  Both questioning systems include a sequential set of questions. 
B)  Both questioning systems seek to uncover needs. 
C)  Both questioning systems seek to stimulate the buyer's interest in solving uncovered problem. 
D)  Both questioning systems may utilize open-end and closed-end questions. 
E)  All of the above are correct.

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

"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 19

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

Accepted Answer

A) True 
 B)False

Question 20

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication)is the objective of which active listening component?

Accepted Answer

A)  Seeing 
B)  Implying 
C)  Interpreting 
D)  Evaluating 
E)  Sensing 
A)  Seeing 
B)  Implying 
C)  Interpreting 
D)  Evaluating 
E)  Sensing

Salespeople need to possess effective trust-based sales communications skills so that they:

In order to be an effective listener a salesperson must do which of the following?

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

Trust-based sales communication is a form of communication that enables salespeople to convince buyers to buy just about anything provided the price is reasonable.

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

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

Which of the following best describes the purpose of the SPIN questioning system?

The rate at which a person speaks often affects how others will perceive him/her.

Which the following is a characteristic of nonverbal language?

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

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

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

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

_________________ is an informal mode of listening that can be associated with day-to-day conversation and entertainment.

The ADAPT questioning system is similar to the SPIN questioning system in that:

________________ 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.

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

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

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication)is the objective of which active listening component?

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 trust-based sales communications skills so that they:

In order to be an effective listener a salesperson must do which of the following?

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

Trust-based sales communication is a form of communication that enables salespeople to convince buyers to buy just about anything provided the price is reasonable.

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

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

Which of the following best describes the purpose of the SPIN questioning system?

The rate at which a person speaks often affects how others will perceive him/her.

Which the following is a characteristic of nonverbal language?

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

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

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

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

_________________ is an informal mode of listening that can be associated with day-to-day conversation and entertainment.

The ADAPT questioning system is similar to the SPIN questioning system in that:

________________ 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.

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

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

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication)is the objective of which active listening component?

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