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

Which of the following terms is defined as the act of transmitting verbal and nonverbal information and understanding between seller and buyer?

Differentiate between hearing and listening.How does improving your listening skills enhance your persuasive powers?

When we are engaged in this level of listening,it is easy to become distracted by emotion-laden words.When we hear them,we may become obsessed with the words and wonder what to do about them rather than continue listening.What level of listening best fits this narrative?

Which of these statements represents proper email etiquette associated with the "message body" of an email?

What is the difference between marginal,evaluative,and active listening?

According to the text,what is the term used to describe an area that is between 1.5 to 3.5 metres from a person and is the area normally used for sales presentations?

Social space is established in a selling situation when two people shake hands.

Which of the following should NOT be categorized as a nonverbal communication channel?

John is excited about helping customers.Moreover,he is always prepared,has very good listening skills,and never embellishes performance expectations of the products he sells.What term describes John's behaviour?

List the four major nonverbal communication channels.

Which of the following reasons may cause communication to break down in a selling situation?

When you call on a prospect,your words,visual materials,and your body language are all used to communicate with your prospect.In terms of the communication process,what are these variables called?

When a salesperson actively tries to hear what the prospect is saying but is making no effort to understand the intent of the message and is more intent on formulating a response,he or she is practicing:

Having the following subject line in an email to a potential client would be considered best practice: "DOUBLE YOU'RE PROFITS IN ONE YEAR!!!!!!"

The KISS acronym stands for "Keep It Systematic,Salesperson."

What term characterizes the salesperson's ability to see the "world from the perspective of the customer"?

Personal space refers to all the area around a person that an individual will not allow another person to enter without consent.

The salespersons heard the comment made by the prospect.However,he made no attempt to understand what the prospect said.He focused simply on categorizing the comment and coming up with a response.Which of the following listening levels is this salesperson operating at?

When a salesperson demonstrates empathy,he is in fact seeing the issue from the client's perspective.

According to the text,men should dress in conservative business suits preferably in green or brown tones.