Question 1

A vocalized pause occurs when a salesperson stops speaking to answer a question.

Accepted Answer

A) True 
 B)False  False

Question 2

What is likely to happen if a buyer's perceptions, attitudes, and beliefs are similar to those of a seller?

Accepted Answer

A) there is less need for listening 
B) more selling pressure needed to close the deal 
C) decreases the need for an organized sales presentation 
D) greater the need for a demonstration to close the deal 
E) stronger communication between the buyer and seller 
A) there is less need for listening 
B) more selling pressure needed to close the deal 
C) decreases the need for an organized sales presentation 
D) greater the need for a demonstration to close the deal 
E) stronger communication between the buyer and seller E

Question 3

When a salesperson actively tries to hear what the prospect is saying but is making no effort to understand the intent of the message and is more intent on formulating a response, he or she is practicing:

Accepted Answer

A) marginal listening 
B) effective listening 
C) critical listening 
D) evaluative listening 
E) network listening 
A) marginal listening 
B) effective listening 
C) critical listening 
D) evaluative listening 
E) network listening D

Question 4

According to the text, salespeople should rely only on facial expressions as indicators of acceptance.

Accepted Answer

A) True 
 B)False

Question 5

A colleague of yours who recently attended a sales conference came to you looking for a detailed explanation of the KISS principle.What advice or guidance would you provide your colleague vis-à-vis the KISS principle?

Accepted Answer

A) keep asking questions to encourage feedback from your client 
B) keep in mind how important empathy is to your client 
C) keep in mind the power of persuasion in convincing your client 
D) keep presentations simple 
E) keep listening to your buyer's responses 
A) keep asking questions to encourage feedback from your client 
B) keep in mind how important empathy is to your client 
C) keep in mind the power of persuasion in convincing your client 
D) keep presentations simple 
E) keep listening to your buyer's responses

Question 6

What term would you use to describe the space between a buyer and a seller that should be of respect and if violated, is seen as the most "sensitive zone" by most North Americans?

Accepted Answer

A) territorial 
B) intimate 
C) secured 
D) personal 
E) protected 
A) territorial 
B) intimate 
C) secured 
D) personal 
E) protected

Question 7

A salesperson must often seek feedback because prospect do not always give it voluntarily.

Accepted Answer

A) True 
 B)False

Question 8

When facing disagreement signals, a salesperson should stop the presentation and adapt his/her approach.

Accepted Answer

A) True 
 B)False

Question 9

The salespersons heard the comment made by the prospect.However, he made no attempt to understand what the prospect said.He focused simply on categorizing the comment and coming up with a response.Which of the following listening levels is this salesperson operating at?

Accepted Answer

A) marginal 
B) routine 
C) ambiguous 
D) evaluative 
E) peripheral 
A) marginal 
B) routine 
C) ambiguous 
D) evaluative 
E) peripheral

Question 10

Social Web offers business a more direct digital path to many of their customers.

Accepted Answer

A) True 
 B)False

Question 11

What level of listening is used by salesperson the most often?

Accepted Answer

A) marginal 
B) passive 
C) routine 
D) active 
E) evaluative 
A) marginal 
B) passive 
C) routine 
D) active 
E) evaluative

Question 12

Which of the following statements is recommended by the text as a good rule to follow when a salesperson is shaking hands?

Accepted Answer

A) Always allow the prospect to extend his or her hand first. 
B) Fully engage in with the prospect with a vertical hand. 
C) Always extend your hand to the prospect first. 
D) Use a prolonged handshake to convey your friendliness. 
E) Avoid eye contact during the actual handshake; instead look at the prospect's hand. 
A) Always allow the prospect to extend his or her hand first. 
B) Fully engage in with the prospect with a vertical hand. 
C) Always extend your hand to the prospect first. 
D) Use a prolonged handshake to convey your friendliness. 
E) Avoid eye contact during the actual handshake; instead look at the prospect's hand.

Question 13

Karley is currently in the middle of her sales presentation.Her presentation includes every single feature, advantage, and benefit of the product she is selling.In this scenario, what might be a key reason for a communication between Karley and her client to break down?

Accepted Answer

A) Differences in perception 
B) Selling pressure 
C) Disorganized sales presentation 
D) Client not recognizing the need for the product 
E) Distractions 
A) Differences in perception 
B) Selling pressure 
C) Disorganized sales presentation 
D) Client not recognizing the need for the product 
E) Distractions

Question 14

During the sales presentation, the paper salesperson often asked the prospect various questions about her previous experience with similar types of paper and what she thought about the weight and quality of the paper he was selling.What is the salesperson trying to do with these types of questions?

Accepted Answer

A) selective encoding 
B) benefitizing 
C) selective questioning 
D) probing 
E) problem solving 
A) selective encoding 
B) benefitizing 
C) selective questioning 
D) probing 
E) problem solving

Question 15

According to the text, the tone you use, and the actions and words you choose are all examples of encoding.

Accepted Answer

A) True 
 B)False

Question 16

What specific term includes variables such as barriers to communication?

Accepted Answer

A) feedback 
B) encoding 
C) the medium 
D) decoding 
E) noise 
A) feedback 
B) encoding 
C) the medium 
D) decoding 
E) noise

Question 17

Salespeople should apply enough cologne or perfume to smell good during the presentation.

Accepted Answer

A) True 
 B)False

Question 18

Handshakes are one of the most vital forms of nonverbal communication.The textbook describes five international tips related to handshakes.Discuss any three of the five international handshake tips.

Accepted Answer

Students can discuss any of the followin

Question 19

According to the text, which general advice for dress is appropriate?

Accepted Answer

A) Always dress casually, so you don't intimidate your buyers. 
B) Always dress in expensive suits, so you give the impression of success. 
C) Dress doesn't really matter anymore so don't worry about it. 
D) It is best to rely on your company's dress code and use your common sense. 
E) Mirroring your client is not a good idea. 
A) Always dress casually, so you don't intimidate your buyers. 
B) Always dress in expensive suits, so you give the impression of success. 
C) Dress doesn't really matter anymore so don't worry about it. 
D) It is best to rely on your company's dress code and use your common sense. 
E) Mirroring your client is not a good idea.

Question 20

What term characterizes the salesperson's ability to see the "world from the perspective of the customer"?

Accepted Answer

A) Encoding 
B) Empathy 
C) Enthusiasm 
D) Communication loop 
E) Feedback 
A) Encoding 
B) Empathy 
C) Enthusiasm 
D) Communication loop 
E) Feedback

A vocalized pause occurs when a salesperson stops speaking to answer a question.

What is likely to happen if a buyer's perceptions, attitudes, and beliefs are similar to those of a seller?

When a salesperson actively tries to hear what the prospect is saying but is making no effort to understand the intent of the message and is more intent on formulating a response, he or she is practicing:

According to the text, salespeople should rely only on facial expressions as indicators of acceptance.

A colleague of yours who recently attended a sales conference came to you looking for a detailed explanation of the KISS principle.What advice or guidance would you provide your colleague vis-à-vis the KISS principle?

What term would you use to describe the space between a buyer and a seller that should be of respect and if violated, is seen as the most "sensitive zone" by most North Americans?

A salesperson must often seek feedback because prospect do not always give it voluntarily.

When facing disagreement signals, a salesperson should stop the presentation and adapt his/her approach.

The salespersons heard the comment made by the prospect.However, he made no attempt to understand what the prospect said.He focused simply on categorizing the comment and coming up with a response.Which of the following listening levels is this salesperson operating at?

Social Web offers business a more direct digital path to many of their customers.

What level of listening is used by salesperson the most often?

Which of the following statements is recommended by the text as a good rule to follow when a salesperson is shaking hands?

Karley is currently in the middle of her sales presentation.Her presentation includes every single feature, advantage, and benefit of the product she is selling.In this scenario, what might be a key reason for a communication between Karley and her client to break down?

During the sales presentation, the paper salesperson often asked the prospect various questions about her previous experience with similar types of paper and what she thought about the weight and quality of the paper he was selling.What is the salesperson trying to do with these types of questions?

According to the text, the tone you use, and the actions and words you choose are all examples of encoding.

What specific term includes variables such as barriers to communication?

Salespeople should apply enough cologne or perfume to smell good during the presentation.

Handshakes are one of the most vital forms of nonverbal communication.The textbook describes five international tips related to handshakes.Discuss any three of the five international handshake tips.

According to the text, which general advice for dress is appropriate?

What term characterizes the salesperson's ability to see the "world from the perspective of the customer"?

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach Begin Your Presentation Strategically

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters

Exam 4: Communication for Successful Selling: How to Build Relationships

A vocalized pause occurs when a salesperson stops speaking to answer a question.

What is likely to happen if a buyer's perceptions, attitudes, and beliefs are similar to those of a seller?

When a salesperson actively tries to hear what the prospect is saying but is making no effort to understand the intent of the message and is more intent on formulating a response, he or she is practicing:

According to the text, salespeople should rely only on facial expressions as indicators of acceptance.

A colleague of yours who recently attended a sales conference came to you looking for a detailed explanation of the KISS principle.What advice or guidance would you provide your colleague vis-à-vis the KISS principle?

What term would you use to describe the space between a buyer and a seller that should be of respect and if violated, is seen as the most "sensitive zone" by most North Americans?

A salesperson must often seek feedback because prospect do not always give it voluntarily.

When facing disagreement signals, a salesperson should stop the presentation and adapt his/her approach.

The salespersons heard the comment made by the prospect.However, he made no attempt to understand what the prospect said.He focused simply on categorizing the comment and coming up with a response.Which of the following listening levels is this salesperson operating at?

Social Web offers business a more direct digital path to many of their customers.

What level of listening is used by salesperson the most often?

Which of the following statements is recommended by the text as a good rule to follow when a salesperson is shaking hands?

Karley is currently in the middle of her sales presentation.Her presentation includes every single feature, advantage, and benefit of the product she is selling.In this scenario, what might be a key reason for a communication between Karley and her client to break down?

During the sales presentation, the paper salesperson often asked the prospect various questions about her previous experience with similar types of paper and what she thought about the weight and quality of the paper he was selling.What is the salesperson trying to do with these types of questions?

According to the text, the tone you use, and the actions and words you choose are all examples of encoding.

What specific term includes variables such as barriers to communication?

Salespeople should apply enough cologne or perfume to smell good during the presentation.

Handshakes are one of the most vital forms of nonverbal communication.The textbook describes five international tips related to handshakes.Discuss any three of the five international handshake tips.

According to the text, which general advice for dress is appropriate?

What term characterizes the salesperson's ability to see the "world from the perspective of the customer"?

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach Begin Your Presentation Strategically

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters