Exam 5: Communication for Relationship Building: Its Not All Talk

In terms of the communication process,probing stimulates which of the following?

When engaged in marginal listening,Andrew,the salesperson,focuses on the speaker's words and tries to see the prospects' point of view.

Jack Stewart sells ski equipment to retailers.On a recent sales call,a large fly kept buzzing around the room which prevented his prospect from listening to the sales presentation.In terms of the communication process,the fly was an example of:

The receiver's reaction to the communication is transmitted to the sender through:

During sales presentations,Tyrone,a computer salesperson,asks prospects various questions about previous experiences with other computers and their opinions about the quality and price of the computers he sells.Tyrone uses _____,a good tool of the successful salesperson.

According to the text,which of the following is a true statement regarding business attire?

All of the following can help change caution signals into acceptance signals EXCEPT:

The receiver is the person for whom communication is intended.

When you call on a prospect,your words,visual materials,and body language are all used to communicate with your prospect.With reference to the communication process,these are collectively known as:

Under _____ listening,listeners are easily distracted by their thoughts; the message is heard,but it does not sink in.

Salespeople should deal with sensers in a factual manner using graphs,models,and samples.

_____ is the reception and translation of information by the receiver.

Untrained listeners typically retain 75% of a conversation.

A flower distributor asked the Fresh Farms sales representative if the company had any red roses in stock.The sales representative listed six varieties of red roses and 27 varieties of reddish-pink roses that Fresh Farms had available.The sales representative most likely forgot to follow the:

The MTI Precision Products salesperson made a sales call to a dentist and described MTI's new drill as having "unbelievable cutting power" and being "perfectly balanced to reduce hand fatigue." The dentist commented that he has never purchased an MTI drill because they seem overpriced and unreliable.In terms of the communication process,the dentist:

People can listen approximately twice as fast as they can talk.

The evaluative listener tries to hear what another person says but makes little effort to understand the purpose of the message.

The appliance salesperson asked the prospect,"What do you like best about the competitor's washing machines?" "Do you think you have ever paid too much for a new washer?" "Are you happy with how well your current washer cleans your clothes?" The salesperson,in this case,has used:

Assume that you are a male salesperson.What advice does the text give you about the length of your hair?

Which of the following statements about feedback is most likely INCORRECT?