Question 1

A salesperson should always shake hands with their prospect even if they may have sweaty hands due to stress.

Accepted Answer

A) True 
 B)False

Question 2

Which space is normally used for sales presentations?

Accepted Answer

A) impersonal 
B) intimate 
C) social 
D) personal 
E) communal 
A) impersonal 
B) intimate 
C) social 
D) personal 
E) communal

Question 3

Which of the following is not identified as a major nonverbal communication channel in the text?

Accepted Answer

A) Handshakes 
B) The physical spaces between the buyer and seller 
C) Clothing and grooming 
D) Body movements 
E) Chronemics 
A) Handshakes 
B) The physical spaces between the buyer and seller 
C) Clothing and grooming 
D) Body movements 
E) Chronemics

Question 4

When Sally speaks to clients and colleagues, she has a habit of positioning herself very close to the other person.Often, they become agitated.What element associated with territorial space is Sally violating?

Accepted Answer

A) violating their personal space 
B) positioning herself in the public space 
C) doing the right thing-ensuring people can hear her 
D) using nonverbal communication 
E) she is not violating any element of territorial space 
A) violating their personal space 
B) positioning herself in the public space 
C) doing the right thing-ensuring people can hear her 
D) using nonverbal communication 
E) she is not violating any element of territorial space

Question 5

Which statement best describes appropriate attire in the world of sales?

Accepted Answer

A) Females should always wear dresses as they appear elegant and sophisticated. 
B) Suits are best, usually in conservative colours. 
C) Lots of eye catching jewellery should be worn to show prospects you're successful. 
D) It's best to be as comfortable as possible as it can be a long day. 
E) Chew gum to keep your breath fresh. 
A) Females should always wear dresses as they appear elegant and sophisticated. 
B) Suits are best, usually in conservative colours. 
C) Lots of eye catching jewellery should be worn to show prospects you're successful. 
D) It's best to be as comfortable as possible as it can be a long day. 
E) Chew gum to keep your breath fresh.

Question 6

According to the sales netiquette checklist, which one of the following is correct:

Accepted Answer

A) It is okay to use first name of the recipient especially if it's the first time emailing them 
B) For highly formal email correspondence, use a letterhead 
C) You can be informal with international emailing with your client 
D) You should always include all of the previous emails in your reply to a specific email 
E) Use apathy as much as possible before pressing the send button 
A) It is okay to use first name of the recipient especially if it's the first time emailing them 
B) For highly formal email correspondence, use a letterhead 
C) You can be informal with international emailing with your client 
D) You should always include all of the previous emails in your reply to a specific email 
E) Use apathy as much as possible before pressing the send button

Question 7

The research shows that tone of voice has a bigger impact than verbal cues in communicated messages.

Accepted Answer

A) True 
 B)False

Question 8

One way the salesperson can change caution signals into agreement signals is to speed up her planned presentation.

Accepted Answer

A) True 
 B)False

Question 9

When engaged in marginal listening, Robin refrains from evaluating the message and tries to see the other person's point of view.

Accepted Answer

A) True 
 B)False

Question 10

Many salespeople lose business opportunities because they fail to recognize communication barriers between the salesperson and the potential client.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is not considered a bad listening habit?

Accepted Answer

A) Salesperson doing all the talking 
B) You let the people finish their own sentences even if they pause for a long time 
C) You provide too much feedback 
D) You can't wait for others to finish talking so you can talk about something new 
E) You maintain eye contact constantly 
A) Salesperson doing all the talking 
B) You let the people finish their own sentences even if they pause for a long time 
C) You provide too much feedback 
D) You can't wait for others to finish talking so you can talk about something new 
E) You maintain eye contact constantly

Question 12

Which of the following reasons may cause communication to break down in a selling situation?

Accepted Answer

A) distractions 
B) lack of selling pressure 
C) lack of information 
D) similarities of perception 
E) adapting to the buyer's style 
A) distractions 
B) lack of selling pressure 
C) lack of information 
D) similarities of perception 
E) adapting to the buyer's style

Question 13

Why is it important for a salesperson to recognize and adjust his or her presentation when a buyer is showing caution signals?

Accepted Answer

Caution signals indicate block

Question 14

Canadian image and communication experts provide some advice on the proper hair style appropriate for Canadian salespeople.Which of the following choices best fits the advice provided by these experts and referenced in this text?

Accepted Answer

A) Wear it short to suggest a conservative, professional, and business-like approach. 
B) Consider the industry in which you are working and make sure it's neat and non-distracting. 
C) Wear it long to show an optimistic outlook on life. 
D) Wear your hair at a medium length in order not to offend prospects that prefer long or short hair. 
E) Experts suggest you should follow your "heart" - be yourself. 
A) Wear it short to suggest a conservative, professional, and business-like approach. 
B) Consider the industry in which you are working and make sure it's neat and non-distracting. 
C) Wear it long to show an optimistic outlook on life. 
D) Wear your hair at a medium length in order not to offend prospects that prefer long or short hair. 
E) Experts suggest you should follow your "heart" - be yourself.

Question 15

Buyers usually react verbally to sales presentations.It is indeed rare for buyers to react nonverbally to a sales presentation.

Accepted Answer

A) True 
 B)False

Question 16

Bob is trying to convince Isabel that his products will be of great value to Isabel's business.What role is Bob playing from a communication model perspective?

Accepted Answer

A) source 
B) encoder 
C) communication deliverer 
D) receiver 
E) sender 
A) source 
B) encoder 
C) communication deliverer 
D) receiver 
E) sender

Question 17

When we are engaged in this level of listening, it is easy to become distracted by emotion-laden words.When we hear them, we may become obsessed with the words and wonder what to do about them rather than continue listening.What level of listening best fits this narrative?

Accepted Answer

A) marginal 
B) routine 
C) peripheral 
D) evaluative 
E) context-driven 
A) marginal 
B) routine 
C) peripheral 
D) evaluative 
E) context-driven

Question 18

List the five communication modes that a buyer uses to send acceptance signals.

Accepted Answer

The five communication modes a

Question 19

Personal space refers to all the area around a person that an individual will not allow another person to enter without consent.

Accepted Answer

A) True 
 B)False

Question 20

It is considered okay to wear a polo shirt or a blouse with a sweater at a sales presentation.

Accepted Answer

A) True 
 B)False

A salesperson should always shake hands with their prospect even if they may have sweaty hands due to stress.

Which space is normally used for sales presentations?

Which of the following is not identified as a major nonverbal communication channel in the text?

When Sally speaks to clients and colleagues, she has a habit of positioning herself very close to the other person.Often, they become agitated.What element associated with territorial space is Sally violating?

Which statement best describes appropriate attire in the world of sales?

According to the sales netiquette checklist, which one of the following is correct:

The research shows that tone of voice has a bigger impact than verbal cues in communicated messages.

One way the salesperson can change caution signals into agreement signals is to speed up her planned presentation.

When engaged in marginal listening, Robin refrains from evaluating the message and tries to see the other person's point of view.

Many salespeople lose business opportunities because they fail to recognize communication barriers between the salesperson and the potential client.

Which of the following is not considered a bad listening habit?

Which of the following reasons may cause communication to break down in a selling situation?

Why is it important for a salesperson to recognize and adjust his or her presentation when a buyer is showing caution signals?

Canadian image and communication experts provide some advice on the proper hair style appropriate for Canadian salespeople.Which of the following choices best fits the advice provided by these experts and referenced in this text?

Buyers usually react verbally to sales presentations.It is indeed rare for buyers to react nonverbally to a sales presentation.

Bob is trying to convince Isabel that his products will be of great value to Isabel's business.What role is Bob playing from a communication model perspective?

When we are engaged in this level of listening, it is easy to become distracted by emotion-laden words.When we hear them, we may become obsessed with the words and wonder what to do about them rather than continue listening.What level of listening best fits this narrative?

List the five communication modes that a buyer uses to send acceptance signals.

Personal space refers to all the area around a person that an individual will not allow another person to enter without consent.

It is considered okay to wear a polo shirt or a blouse with a sweater at a sales presentation.

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 salesperson should always shake hands with their prospect even if they may have sweaty hands due to stress.

Which space is normally used for sales presentations?

Which of the following is not identified as a major nonverbal communication channel in the text?

When Sally speaks to clients and colleagues, she has a habit of positioning herself very close to the other person.Often, they become agitated.What element associated with territorial space is Sally violating?

Which statement best describes appropriate attire in the world of sales?

According to the sales netiquette checklist, which one of the following is correct:

The research shows that tone of voice has a bigger impact than verbal cues in communicated messages.

One way the salesperson can change caution signals into agreement signals is to speed up her planned presentation.

When engaged in marginal listening, Robin refrains from evaluating the message and tries to see the other person's point of view.

Many salespeople lose business opportunities because they fail to recognize communication barriers between the salesperson and the potential client.

Which of the following is not considered a bad listening habit?

Which of the following reasons may cause communication to break down in a selling situation?

Why is it important for a salesperson to recognize and adjust his or her presentation when a buyer is showing caution signals?

Canadian image and communication experts provide some advice on the proper hair style appropriate for Canadian salespeople.Which of the following choices best fits the advice provided by these experts and referenced in this text?

Buyers usually react verbally to sales presentations.It is indeed rare for buyers to react nonverbally to a sales presentation.

Bob is trying to convince Isabel that his products will be of great value to Isabel's business.What role is Bob playing from a communication model perspective?

When we are engaged in this level of listening, it is easy to become distracted by emotion-laden words.When we hear them, we may become obsessed with the words and wonder what to do about them rather than continue listening.What level of listening best fits this narrative?

List the five communication modes that a buyer uses to send acceptance signals.

Personal space refers to all the area around a person that an individual will not allow another person to enter without consent.

It is considered okay to wear a polo shirt or a blouse with a sweater at a sales presentation.

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