Exam 3: Creating Value With a Relationship Strategy

Henri knows that a sales rep's self concept is very important.This self concept is shaped by the ideas,attitudes,feelings,and other thoughts the rep has about himself or herself.This self concept serves to:

Generally speaking,the firm handshake will communicate:

It is not possible to change our self-concept.

Tanya has a good understanding of the relationship building process.She realizes that her feelings and behaviors are consistent with her:

Why is having good character and integrity important in selling?

In sales work,one should avoid the temptation to address a new prospect by first name.

Awareness about verbal communication,non-verbal communication,the double-win philosophy,emotional intelligence is part of:

All of the following are considered elements of nonverbal communication except:

________is shaped by the facts,opinions,beliefs and perceptions you have about yourself that influence the way you relate to others.

Research in the field of communication reveals that:

________ is a form of nonverbal communication that has been defined as "messages without words."

One of the strategies for developing positive self concept is:

Research indicates that when two people communicate,nonverbal messages convey:

Sam engages in a process of strategically developing high quality long-term relationships.This process focuses on solving customers' buying problems.This process might be called:

According to Daniel Pink,author of A Whole New Mind,we are moving from:

A good conversational strategy for salespeople is to offer a compliment to their prospect.

In the information age,personal selling success will depend on:

Nonverbal messages can reinforce or contradict the spoken word.

The outcome of quality partnerships between sales people and customers is:

Emotional intelligence refers to all of the following traits except: