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

Using professional language is the key to building credibility with a new buyer.Which of the following words/sentences would be considered unprofessional?

Raphael is developing a presentation for his client.Which of the following things should he focus on if his goal is to make sure his client retains the information he presents?

Having a product sample and allowing a client to handle it and use it would be an effective way of conducting a sales presentation to a client you have identified as a kinesthetic learner.

The form of communication during the sales presentation which includes the PowerPoint slides, articles, eye contact, and appearance would be considered a medium element of the communication model.

Mathew, a potential customer of yours is displaying classical "caution signals." Which of the following is one of two possible reasons for customers displaying "caution signals" identified in the text?

Which of these statements represents proper email etiquette associated with the "message body" of an email?

When speaking with potential customers, Mario often only has a few centimetres of space between himself and his clients.This causes some to feel and act as if they are not comfortable with the space between themselves and Mario.Which of the following terms captures this scenario?

Talking and listening together will have no impact on the persuasive skills of a salesperson.

Which of the following should not be included in the signature line of an email message?

List the four major nonverbal communication channels.

"Your software can really reduce my expenses by 15 percent!" squealed the buyer to the salesperson's proposal.This buyer reaction is an example of feedback.

A "correct" handshake is a function of culture.As an example, a firm handshake in North America has a different meaning than it does in Asia.

John provides Mary with some information about the features and benefits of a product.In this example, John would be considered a medium from a communication perspective.

The KISS acronym stands for "Keep It Systematic, Salesperson."

Even if a salesperson fails to notice the feedback signals being sent by a prospect, feedback has still occurred.

Cross-cultural communication is difficult to understand and therefore, salespeople must follow certain guidelines in order to be effective.Which of the following is not a guideline stated in the textbook?

John is shopping for two business style suites which he will use to make presentations to potential clients.Which of the following are safe colours for him to choose?

When a salesperson demonstrates empathy, he is in fact seeing the issue from the client's perspective.

The textbook highlights how communication via social media is important for a salesperson.Select three social media platforms and discuss in detail how they can be used to positively communicate with your clients.

A prospect can communicate with you without uttering a word.