Exam 4: Communication for Relationship Building: Its Not All Talk

Kelly sells women's accessories. Her prospective buyer is smiling and is eyeing the samples Kelly brought with her to the sales presentation. The buyer's legs are uncrossed, and her arms are relaxed. What should Kelly do?

(Multiple Choice)

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Question 101

Unless necessary, highly technical presentations should be avoided.

(True/False)

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Question 102

Disagreement signals should be handled by using close-ended questions and projecting acceptance signals.

(True/False)

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Question 103

A hospital administrator expected the salesperson to use precise wording and concise phraseology in a well-organized presentation that appealed to her need for logic. What personality type is the hospital administrator?

(Multiple Choice)

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Question 104

People can listen approximately twice as fast as they can talk.

(True/False)

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Question 105

Which of the following statements about listening is most likely true?

(Multiple Choice)

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Question 106

According to self-concept theory, which term refers to how people see themselves?

(Multiple Choice)

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Question 107

Which of the following is the LEAST likely communication method for building long-term relationships based on the Core Principles of Professional Selling?

(Multiple Choice)

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Question 108

A chair beside a prospect's desk will typically be in which space zone?

(Multiple Choice)

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Question 109

When preparing a sales presentation to a prospect with an intuitor personality, a salesperson should pay attention to all of the points, EXCEPT?

(Multiple Choice)

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Question 110

Controlling space arrangement and using it as a defensive barrier allows the prospect to control much of the conversation and to remain safe from:

(Multiple Choice)

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Question 111

Enthusiasm in sales is the ability to:

(Multiple Choice)

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Question 112

Which of the following would be best when giving a sales presentation to a prospect with a feeler personality?

(Multiple Choice)

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Question 113

What is adaptive selling?

(Short Answer)

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Question 114

Which of the following would LEAST likely improve a salesperson's listening skills?

(Multiple Choice)

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Question 115

Active listening involves trying to see the other person's viewpoint.

(True/False)

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Question 116

An adaptive salesperson uses his or her actions, communication and behaviors to demonstrate to the buyer that he or she is similar to the buyer and compatible with the buyer.

(True/False)

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Question 117

If the salesperson talks and the buyer only listens, ________ has occurred.

(Multiple Choice)

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Question 118

Hearing means getting meaning from sounds.

(True/False)

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Question 119

In a normal two-person conversation, more than 65% of the social meaning of what is communicated is conveyed:

(Multiple Choice)

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Question 120

Showing 101 - 120 of 153

Kelly sells women's accessories. Her prospective buyer is smiling and is eyeing the samples Kelly brought with her to the sales presentation. The buyer's legs are uncrossed, and her arms are relaxed. What should Kelly do?

Unless necessary, highly technical presentations should be avoided.

Disagreement signals should be handled by using close-ended questions and projecting acceptance signals.

A hospital administrator expected the salesperson to use precise wording and concise phraseology in a well-organized presentation that appealed to her need for logic. What personality type is the hospital administrator?

People can listen approximately twice as fast as they can talk.

Which of the following statements about listening is most likely true?

According to self-concept theory, which term refers to how people see themselves?

Which of the following is the LEAST likely communication method for building long-term relationships based on the Core Principles of Professional Selling?

A chair beside a prospect's desk will typically be in which space zone?

When preparing a sales presentation to a prospect with an intuitor personality, a salesperson should pay attention to all of the points, EXCEPT?

Controlling space arrangement and using it as a defensive barrier allows the prospect to control much of the conversation and to remain safe from:

Enthusiasm in sales is the ability to:

Which of the following would be best when giving a sales presentation to a prospect with a feeler personality?

What is adaptive selling?

Which of the following would LEAST likely improve a salesperson's listening skills?

Active listening involves trying to see the other person's viewpoint.

An adaptive salesperson uses his or her actions, communication and behaviors to demonstrate to the buyer that he or she is similar to the buyer and compatible with the buyer.

If the salesperson talks and the buyer only listens, ________ has occurred.

Hearing means getting meaning from sounds.

In a normal two-person conversation, more than 65% of the social meaning of what is communicated is conveyed:

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Planning the Sales Call Is a Must

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

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