Exam 4: Communication Skills

A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ________ type of SPIN question.

"What are the growth objectives of the company?" is an example which type of ADAPT question?

SPIN refers to a sequential series of questions while ADAPT refers to a non-sequential series of questions.

Suppose a salesperson is interested in learning how to listen not only to what the buyer is saying, but how the buyer is saying it. The salesperson should probably work on his/her what?

With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.

__________refers to the personal distance that individuals prefer to keep between themselves and other individuals; it is an important element of nonverbal communication.

A salesperson wishing to uncover more detailed information should use which the following types of questions?

Projection questions ask the buyer to describe what life would be like without a problem.

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

After sensing and interpreting a message, the salesperson should respond.

"How well are your current suppliers performing?" is an example of which type of ADAPT question?

A salesperson with well-developed questioning skills is able to control the flow and direction of the sales call through the questions he/she asks.

Which of the following is not a type of question described in the text?

In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?

One of the six facets of effective listening is to _________________nonverbals.

In order to collect important information concerning the needs of the buyer, the salesperson should utilize probing questions.

In trust-based sales communication, successful salespeople are strategic about the questions they ask.

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

"How will the supplier's inability to deliver on time affect your planned expansion?" is an example which type of ADAPT 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.