Question 1

One-way communication is essential for the salesperson to make the sale.

Accepted Answer

A) True 
 B)False

Question 2

Frank is wishing Happy New Years to all of his clients via WhatsApp.He believes it would be easier to create a group and send a single message to them all.According to the textbook, Frank is following all the texting guidelines.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is "Textiquette" guidelines offered by the authors of this book?

Accepted Answer

A) Often, a long message is best to capture the required information. 
B) Use acronyms widely to save space. 
C) Be respectful of the client's time. 
D) Use this mode of communication late at night. 
E) As it is the norm, feel free to use emoticons. 
A) Often, a long message is best to capture the required information. 
B) Use acronyms widely to save space. 
C) Be respectful of the client's time. 
D) Use this mode of communication late at night. 
E) As it is the norm, feel free to use emoticons.

Question 4

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

Accepted Answer

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

Question 5

Which of the following terms is defined as the act of transmitting verbal and nonverbal information and understanding between seller and buyer?

Accepted Answer

A) communication 
B) encoding 
C) persuasion 
D) decoding 
E) message-casting 
A) communication 
B) encoding 
C) persuasion 
D) decoding 
E) message-casting

Question 6

Kevin is currently going through the features, advantages, benefits which are important for his client and is incorporating them into the presentation.Kevin is in what stage of the basic communication model?

Accepted Answer

A) The decoding process 
B) The communicating process 
C) The encoding process 
D) The medium selection process 
E) The receiving process 
A) The decoding process 
B) The communicating process 
C) The encoding process 
D) The medium selection process 
E) The receiving process

Question 7

Lisa is about to make a conference call to her prospects.After all the participants join the call, which one of the following conference call etiquette tips must Lisa make sure she uses before she speaks to anyone?

Accepted Answer

A) Lisa can use computer to make notes without muting the call 
B) Speak freely during the call 
C) Use the mute button the whole time even if the area is quiet 
D) Ask questions to specific people without addressing them 
E) Use her name each time she says anything 
A) Lisa can use computer to make notes without muting the call 
B) Speak freely during the call 
C) Use the mute button the whole time even if the area is quiet 
D) Ask questions to specific people without addressing them 
E) Use her name each time she says anything

Question 8

What term embodies the notion of a salesperson being excited about the opportunity to solve a prospect's challenges?

Accepted Answer

A) diligence 
B) active 
C) active listening 
D) loyalty 
E) enthusiasm 
A) diligence 
B) active 
C) active listening 
D) loyalty 
E) enthusiasm

Question 9

Vocal communication includes factors such as pitch, pauses, facial expressions.

Accepted Answer

A) True 
 B)False

Question 10

According to Statista, an online statistics portal, only 25% of the world population is now on social media.

Accepted Answer

A) True 
 B)False

Question 11

After listening to a sales presentation, Henry, the sales prospect, starts the process of trying to understand how his business would be impacted.What is this known as?

Accepted Answer

A) the communication process 
B) message context 
C) the encoding process 
D) the decoding process 
E) the medium selection 
A) the communication process 
B) message context 
C) the encoding process 
D) the decoding process 
E) the medium selection

Question 12

One of your sales colleagues is taking a client out for a business lunch and asks you for advice on how she can "control" the lunch meeting.You, as an experienced salesperson provide her lots of advice including: "take control and order lunch for your client - this will demonstrate your ability to take charge."

Accepted Answer

A) True 
 B)False

Question 13

Emery is a software developer and is making a sales presentation to a group of hoteliers who might be interested in using his software to enhance profitability of their business.During his presentation, he overused computer jargon which caused the sale to eventually fall apart.Which of the following communication barriers impacted Emery's abilities to close the sale?

Accepted Answer

A) Differences in perceptions 
B) Information overload 
C) Disorganized sales presentation 
D) Not adapting to buyer's style 
E) Distractions 
A) Differences in perceptions 
B) Information overload 
C) Disorganized sales presentation 
D) Not adapting to buyer's style 
E) Distractions

Question 14

In a normal two-person conversation, less than 35 percent of the social meaning is expressed verbally.

Accepted Answer

A) True 
 B)False

Question 15

When meeting an Indigenous person, it is important to avoid using top-down or authoritative approaches.

Accepted Answer

A) True 
 B)False

Question 16

Harvey is about to email a potential client.When he composes his email, what should he include in the subject line?

Accepted Answer

A) accurately convey what the message is about 
B) use all capital letters to emphasize its importance 
C) be aggressive, but not too much 
D) capture the reader's attention with something like: "Do I have a deal for you?" 
E) should be worded like junk mail 
A) accurately convey what the message is about 
B) use all capital letters to emphasize its importance 
C) be aggressive, but not too much 
D) capture the reader's attention with something like: "Do I have a deal for you?" 
E) should be worded like junk mail

Question 17

Amelia is attending a sales meeting in a country where she is noticing that everyone is holding onto her hand for a bit longer than she is used to back in Canada.Which of the following countries could Amelia be visiting?

Accepted Answer

A) Italy 
B) France 
C) United States of America 
D) Japan 
E) Brazil 
A) Italy 
B) France 
C) United States of America 
D) Japan 
E) Brazil

Question 18

Which of the following terms may indicate a buyer is favourably inclined toward a presentation?

Accepted Answer

A) Recognition 
B) Proceed 
C) Caution 
D) Receptive 
E) Acceptance 
A) Recognition 
B) Proceed 
C) Caution 
D) Receptive 
E) Acceptance

Question 19

According to the textbook, there are six messages in the communication process.Which of the following is not one of the messages?

Accepted Answer

A) What the other person thinks is heard 
B) What the other person says about what you said 
C) What you think the other person said about what you said 
D) What you think the other person said about what they said 
E) What the other person hears 
A) What the other person thinks is heard 
B) What the other person says about what you said 
C) What you think the other person said about what you said 
D) What you think the other person said about what they said 
E) What the other person hears

Question 20

Natural barriers such as desks or counters often mitigate which of the following potential violation of physical space?

Accepted Answer

A) territorial 
B) communal 
C) social 
D) personal 
E) public 
A) territorial 
B) communal 
C) social 
D) personal 
E) public

One-way communication is essential for the salesperson to make the sale.

Frank is wishing Happy New Years to all of his clients via WhatsApp.He believes it would be easier to create a group and send a single message to them all.According to the textbook, Frank is following all the texting guidelines.

Which of the following is "Textiquette" guidelines offered by the authors of this book?

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

Which of the following terms is defined as the act of transmitting verbal and nonverbal information and understanding between seller and buyer?

Kevin is currently going through the features, advantages, benefits which are important for his client and is incorporating them into the presentation.Kevin is in what stage of the basic communication model?

Lisa is about to make a conference call to her prospects.After all the participants join the call, which one of the following conference call etiquette tips must Lisa make sure she uses before she speaks to anyone?

What term embodies the notion of a salesperson being excited about the opportunity to solve a prospect's challenges?

Vocal communication includes factors such as pitch, pauses, facial expressions.

According to Statista, an online statistics portal, only 25% of the world population is now on social media.

After listening to a sales presentation, Henry, the sales prospect, starts the process of trying to understand how his business would be impacted.What is this known as?

In a normal two-person conversation, less than 35 percent of the social meaning is expressed verbally.

When meeting an Indigenous person, it is important to avoid using top-down or authoritative approaches.

Harvey is about to email a potential client.When he composes his email, what should he include in the subject line?

Amelia is attending a sales meeting in a country where she is noticing that everyone is holding onto her hand for a bit longer than she is used to back in Canada.Which of the following countries could Amelia be visiting?

Which of the following terms may indicate a buyer is favourably inclined toward a presentation?

According to the textbook, there are six messages in the communication process.Which of the following is not one of the messages?

Natural barriers such as desks or counters often mitigate which of the following potential violation of physical space?

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

One-way communication is essential for the salesperson to make the sale.

Frank is wishing Happy New Years to all of his clients via WhatsApp.He believes it would be easier to create a group and send a single message to them all.According to the textbook, Frank is following all the texting guidelines.

Which of the following is "Textiquette" guidelines offered by the authors of this book?

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

Which of the following terms is defined as the act of transmitting verbal and nonverbal information and understanding between seller and buyer?

Kevin is currently going through the features, advantages, benefits which are important for his client and is incorporating them into the presentation.Kevin is in what stage of the basic communication model?

Lisa is about to make a conference call to her prospects.After all the participants join the call, which one of the following conference call etiquette tips must Lisa make sure she uses before she speaks to anyone?

What term embodies the notion of a salesperson being excited about the opportunity to solve a prospect's challenges?

Vocal communication includes factors such as pitch, pauses, facial expressions.

According to Statista, an online statistics portal, only 25% of the world population is now on social media.

After listening to a sales presentation, Henry, the sales prospect, starts the process of trying to understand how his business would be impacted.What is this known as?

In a normal two-person conversation, less than 35 percent of the social meaning is expressed verbally.

When meeting an Indigenous person, it is important to avoid using top-down or authoritative approaches.

Harvey is about to email a potential client.When he composes his email, what should he include in the subject line?

Amelia is attending a sales meeting in a country where she is noticing that everyone is holding onto her hand for a bit longer than she is used to back in Canada.Which of the following countries could Amelia be visiting?

Which of the following terms may indicate a buyer is favourably inclined toward a presentation?

According to the textbook, there are six messages in the communication process.Which of the following is not one of the messages?

Natural barriers such as desks or counters often mitigate which of the following potential violation of physical space?

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