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

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.

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?

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.

Which of the following statements is NOT a notion expressed by the text when addressing listening,thoughts and feelings of prospects?

Glenn is a new salesperson who recently attended a seminar on improving listening.As a result of what Glenn learned at the seminar,he is actively trying to hear what the prospect is saying.Unfortunately,Glenn didn't get the whole point because he isn't making the effort to understand the prospect's intent.At what level of listening is Glenn functioning?

Refraining from evaluating a person's message and trying to see the other person's point of view,are key components of what type of listening?

Many salespeople lose business opportunities because they fail to recognize communication barriers between the salesperson and the potential client.

Bill is presenting to a purchasing manager who is a recent immigrant to Canada and appears to be having difficulty understanding the language.Bill begins to speak more slowly and using easier to understand words.What is Bill engaged in from the perspective of the communication process presented in the text?

Buyer says: "You know John,staff turnover is really our number one problem!" Salesperson responds: "Mike,our products are really at the cutting edge of technology and customer engagement!" Which of the following reflects John's listening level?

According to the text,which general advice for dress is appropriate?

Why is it important for a salesperson to recognize and adjust his or her presentation when a buyer is showing caution signals?

A buyer who displays eye contact,has a relaxed overall body demeanour,and exhibits positive facial expressions is often relaying what kind of message to a salesperson?

A salesperson's communication style should mirror the client's.

Which of the following terms may indicate a buyer is favourably inclined toward a presentation?

The textbook identifies eight elements that make up a basic communication model.What are those elements? Make up a sales scenario between a salesperson and a buyer.Now,identify those eight elements in the scenario you have created.

Which of the following terms best defines a salesperson's ability to change a person's belief,position,or course of action?

The text offers several suggestions on how to keep the buyer engaged during a sales presentation.Which of the following is NOT suggested by the text?

As presented in the text,communication in the sales context is NOT an exchange process.

Caution signals are important to the success of the salesperson because:

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?