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

Kim is a veteran pharmaceutical salesperson in an interview with a new prospect.As the prospect talks about her company's situation,Kim thinks,"I know,I know,I've heard this stuff from about 100 people this year.Hurry up so I can tell you about my product." What type of listening is Kim engaged in?

Persuasion is the ability to change a person's belief or position toward a product or service.

If a salesperson wants to communicate the message,"Let's work together," when extending their hand for a handshake,how should they place their hand?

What should a salesperson do to change caution signals into acceptance signals?

Which of the following is the best example of an effective subject line in an email?

"Your software can really reduce my expenses by 15 percent!" squealed the buyer to the salesperson's proposal.This buyer reaction is an example of feedback.

Social Web offers business a more direct digital path to many of their customers

"Are you sure that your company's software can reduce my inventory costs by 15 percent?" cried the buyer after listening to the salesperson's proposal.Under the communication framework discussed in the text,what would you call the buyer's reaction?

What is likely to happen if a buyer's perceptions,attitudes,and beliefs are similar to those of a seller?

A colleague of yours who recently attended a sales conference came to you looking for a detailed explanation of the KISS principle.What advice or guidance would you provide your colleague vis-à-vis the KISS principle?

Which space is normally used for sales presentations?

Even if a salesperson fails to notice the feedback signals being sent by a prospect,feedback has still occurred.

Which of the following statements about feedback is true?

According to the text,salespeople should rely only on facial expressions as indicators of acceptance.

When facing disagreement signals,a salesperson should stop the presentation and adapt his/her approach.

What is the key purpose of a subject line in an email message?

One way the salesperson can change caution signals into agreement signals is to speed up her planned presentation.

What specific term includes variables such as barriers to communication?

One of your sales colleagues is taking a client out for a business lunch and asks you for advice on how she can "control" the lunch meeting.You,as an experienced salesperson provide her lots of advice including: "take control and order lunch for your client - this will demonstrate your ability to take charge."

A prospect can communicate with you without uttering a word.