Question 1

Social space is established in a selling situation when two people shake hands.

Accepted Answer

A) True 
 B)False

Question 2

Successful salespeople are true to their own self-image and do not try to match their communication style with that of their prospect.

Accepted Answer

A) True 
 B)False

Question 3

Communication, in a sales context, is an exchange process.

Accepted Answer

A) True 
 B)False

Question 4

The appliance salesperson asked the prospect, "What do you like best about the competitor's washing machines?" "Do you think you have ever paid too much for a new washer?" "Are you happy with how well your current washer cleans your clothes?" The salesperson, in this case, has used:

Accepted Answer

A)  probing. 
B)  channel narrowing. 
C)  objection refutation. 
D)  discriminators. 
E)  encoding questions. 
A)  probing. 
B)  channel narrowing. 
C)  objection refutation. 
D)  discriminators. 
E)  encoding questions.

Question 5

What is the most common way for two people to touch one another during a business situation?

Accepted Answer

The answer of What is the most common way for...

Question 6

In a normal two-person conversation, at least 60 percent of the social meaning is expressed verbally.

Accepted Answer

A) True 
 B)False

Question 7

Robert Moss has a very extroverted personality. When he calls on customers, he customarily leans on their desks, uses part of their desks to hold their presentation material, and will sometimes rearrange customers' desks for his own comfort. When Robert walks around a prospect's desk to give them a hug, Robert is most likely guilty of:

Accepted Answer

A)  territorial trespassing. 
B)  corporate nesting. 
C)  space invasion. 
D)  area constriction. 
E)  situational distortion. 
A)  territorial trespassing. 
B)  corporate nesting. 
C)  space invasion. 
D)  area constriction. 
E)  situational distortion.

Question 8

In the basic communication model, what is the designation used for the sales presentation itself?

Accepted Answer

The answer of In the basic communication model, what is...

Question 9

As she listens to her customer, Tina refrains from evaluating the message and considers the customer's point of view. Tina is engaged in ________ listening.

Accepted Answer

A)  dynamic 
B)  participative 
C)  non-routine 
D)  active 
E)  responsive 
A)  dynamic 
B)  participative 
C)  non-routine 
D)  active 
E)  responsive

Question 10

All of the following are true of feedback during a sales presentation EXCEPT that it:

Accepted Answer

A)  can be obtained by asking probing questions. 
B)  requires the salesperson to receive and decode it. 
C)  must often be sought during a presentation. 
D)  refers to a recognizable response from the buyer. 
E)  requires a verbal response for clarification. 
A)  can be obtained by asking probing questions. 
B)  requires the salesperson to receive and decode it. 
C)  must often be sought during a presentation. 
D)  refers to a recognizable response from the buyer. 
E)  requires a verbal response for clarification.

Question 11

When Austin asks the CEO of Diamonite about the amount of money he is prepared to spend on an individual hamper, and if the hampers are to be seasonal gifts, Austin is engaging in:

Accepted Answer

A)  transactional selling. 
B)  source partnering. 
C)  investigative selling. 
D)  probing. 
E)  manipulation. 
A)  transactional selling. 
B)  source partnering. 
C)  investigative selling. 
D)  probing. 
E)  manipulation.

Question 12

Which type of territorial space is most commonly used for sales presentations?

Accepted Answer

The answer of Which type of territorial space is most...

Question 13

According to the text, an untrained listener will most likely understand and remember ________ of a conversation soon after it occurs.

Accepted Answer

A)  10% 
B)  25% 
C)  50% 
D)  75% 
E)  90% 
A)  10% 
B)  25% 
C)  50% 
D)  75% 
E)  90%

Social space is established in a selling situation when two people shake hands.

Successful salespeople are true to their own self-image and do not try to match their communication style with that of their prospect.

Communication, in a sales context, is an exchange process.

The appliance salesperson asked the prospect, "What do you like best about the competitor's washing machines?" "Do you think you have ever paid too much for a new washer?" "Are you happy with how well your current washer cleans your clothes?" The salesperson, in this case, has used:

What is the most common way for two people to touch one another during a business situation?

In a normal two-person conversation, at least 60 percent of the social meaning is expressed verbally.

In the basic communication model, what is the designation used for the sales presentation itself?

As she listens to her customer, Tina refrains from evaluating the message and considers the customer's point of view. Tina is engaged in ________ listening.

All of the following are true of feedback during a sales presentation EXCEPT that it:

When Austin asks the CEO of Diamonite about the amount of money he is prepared to spend on an individual hamper, and if the hampers are to be seasonal gifts, Austin is engaging in:

Which type of territorial space is most commonly used for sales presentations?

According to the text, an untrained listener will most likely understand and remember ________ of a conversation soon after it occurs.

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

Filters

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

Social space is established in a selling situation when two people shake hands.

Successful salespeople are true to their own self-image and do not try to match their communication style with that of their prospect.

Communication, in a sales context, is an exchange process.

The appliance salesperson asked the prospect, "What do you like best about the competitor's washing machines?" "Do you think you have ever paid too much for a new washer?" "Are you happy with how well your current washer cleans your clothes?" The salesperson, in this case, has used:

What is the most common way for two people to touch one another during a business situation?

In a normal two-person conversation, at least 60 percent of the social meaning is expressed verbally.

In the basic communication model, what is the designation used for the sales presentation itself?

As she listens to her customer, Tina refrains from evaluating the message and considers the customer's point of view. Tina is engaged in ________ listening.

All of the following are true of feedback during a sales presentation EXCEPT that it:

When Austin asks the CEO of Diamonite about the amount of money he is prepared to spend on an individual hamper, and if the hampers are to be seasonal gifts, Austin is engaging in:

Which type of territorial space is most commonly used for sales presentations?

According to the text, an untrained listener will most likely understand and remember ________ of a conversation soon after it occurs.

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

Filters