Question 1

Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.

Accepted Answer

A) True 
 B)False  True

Question 2

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

Accepted Answer

Problem

Question 3

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

Accepted Answer

A) True 
 B)False  True

Question 4

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

Accepted Answer

A) True 
 B)False

Question 5

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a ____ type of SPIN question.

Accepted Answer

A)  Implication 
B)  Problem 
C)  Situation 
D)  Need-Payoff 
E)  None of the above 
A)  Implication 
B)  Problem 
C)  Situation 
D)  Need-Payoff 
E)  None of the above

Question 6

One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating.

Accepted Answer

A) True 
 B)False

Question 7

The collection of related expressions, gestures, and movements combining to form nonverbal messaged are called nonverbal clusters.

Accepted Answer

A) True 
 B)False

Question 8

One of the objectives of strategic questioning is to generate ________________________.

Accepted Answer

The answer of One of the objectives of strategic questioning...

Question 9

In our culture, crossed arms is often an indication of defensiveness.

Accepted Answer

A) True 
 B)False

Question 10

The acronym SIER stands for what?

Accepted Answer

A)  Seeing, Interpreting, Earning, and Realizing 
B)  Sensing, Interpreting, Evaluating, and Responding 
C)  Sensing, Implying, Earning, and Realizing 
D)  Sensitive, Interested, Eager, and Responsive 
E)  None of the above are correct 
A)  Seeing, Interpreting, Earning, and Realizing 
B)  Sensing, Interpreting, Evaluating, and Responding 
C)  Sensing, Implying, Earning, and Realizing 
D)  Sensitive, Interested, Eager, and Responsive 
E)  None of the above are correct

Question 11

Active listening is efficient for salespeople because they can actively form responses while the buyer is talking.

Accepted Answer

A) True 
 B)False

Question 12

By demonstrating effective listening, a salesperson is able to do which of the following?

Accepted Answer

A)  Help build the buyer's trust 
B)  Convince the buyer that the salesperson's product is best 
C)  Always uncover needs 
D)  Beat out the competition 
E)  All the above are correct 
A)  Help build the buyer's trust 
B)  Convince the buyer that the salesperson's product is best 
C)  Always uncover needs 
D)  Beat out the competition 
E)  All the above are correct

Question 13

Salespeople often combine different types of questions to accomplish multiple and closely related sales objectives.

Accepted Answer

A) True 
 B)False

Question 14

Talking with rather than at the customer is the basis of _______________sales communication.

Accepted Answer

The answer of Talking with rather than at the customer...

Question 15

"How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?

Accepted Answer

A)  Assessment questions 
B)  Activation questions 
C)  Projection questions 
D)  Problem questions 
E)  Discovery questions 
A)  Assessment questions 
B)  Activation questions 
C)  Projection questions 
D)  Problem questions 
E)  Discovery questions

Question 16

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Accepted Answer

A) True 
 B)False

Question 17

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

Accepted Answer

The answer of Studies and cognitive psychology have found that...

Question 18

With respect to SIER, addressing the question of "what meaning does the sender intend?"

Accepted Answer

The answer of With respect to SIER, addressing the question...

Question 19

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

Accepted Answer

The answer of With respect to ADAPT, "who is your...

Question 20

Salespeople need to possess effective communications skills so that they:

Accepted Answer

A)  Can do a better job of asking for the order. 
B)  Are better able to identify buying needs and accurately convey proposed solutions. 
C)  Are better able to communicate to the selling organization. 
D)  Have an advantage over their customers. 
E)  Both the b and d are correct. 
A)  Can do a better job of asking for the order. 
B)  Are better able to identify buying needs and accurately convey proposed solutions. 
C)  Are better able to communicate to the selling organization. 
D)  Have an advantage over their customers. 
E)  Both the b and d are correct.

Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a ____ type of SPIN question.

One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating.

The collection of related expressions, gestures, and movements combining to form nonverbal messaged are called nonverbal clusters.

One of the objectives of strategic questioning is to generate ________________________.

In our culture, crossed arms is often an indication of defensiveness.

The acronym SIER stands for what?

Active listening is efficient for salespeople because they can actively form responses while the buyer is talking.

By demonstrating effective listening, a salesperson is able to do which of the following?

Salespeople often combine different types of questions to accomplish multiple and closely related sales objectives.

Talking with rather than at the customer is the basis of _______________sales communication.

"How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

With respect to SIER, addressing the question of "what meaning does the sender intend?"

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

Salespeople need to possess effective communications skills so that they:

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 4: Communication Skills

Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a ____ type of SPIN question.

One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating.

The collection of related expressions, gestures, and movements combining to form nonverbal messaged are called nonverbal clusters.

One of the objectives of strategic questioning is to generate ________________________.

In our culture, crossed arms is often an indication of defensiveness.

The acronym SIER stands for what?

Active listening is efficient for salespeople because they can actively form responses while the buyer is talking.

By demonstrating effective listening, a salesperson is able to do which of the following?

Salespeople often combine different types of questions to accomplish multiple and closely related sales objectives.

Talking with rather than at the customer is the basis of _______________sales communication.

"How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

With respect to SIER, addressing the question of "what meaning does the sender intend?"

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

Salespeople need to possess effective communications skills so that they:

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self Leadership and Teamwork

Sales Management and Sales 2.0

Filters