Question 1

Which of the following statements about listening is true?

Accepted Answer

A)  Effective listening is vital to success in selling. 
B)  Visual aids play no part in the listening process. 
C)  People can talk approximately twice as fast as they can listen. 
D)  Listening refers to the process of trying to detect sounds. 
E)  You should listen closely to everything you hear. 
A)  Effective listening is vital to success in selling. 
B)  Visual aids play no part in the listening process. 
C)  People can talk approximately twice as fast as they can listen. 
D)  Listening refers to the process of trying to detect sounds. 
E)  You should listen closely to everything you hear.

Question 2

As you deliver your planned sales presentation,you become increasingly aware your buyer is sending you caution signals.Which of the following courses of action would be your best one to try?

Accepted Answer

A)  Respond to the caution signals with stop signals. 
B)  Ask a series of "yes" or "no" questions to increase the buyer's involvement. 
C)  Depart from the planned presentation. 
D)  Speed up your presentation. 
E)  Ignore this feedback and ask for the order now. 
A)  Respond to the caution signals with stop signals. 
B)  Ask a series of "yes" or "no" questions to increase the buyer's involvement. 
C)  Depart from the planned presentation. 
D)  Speed up your presentation. 
E)  Ignore this feedback and ask for the order now.

Question 3

Mathew,a potential customer of yours is displaying classical "caution signals." Which of the following is one of two possible reasons for customers displaying "caution signals" identified in the text?

Accepted Answer

A)  They indicate blocked communications. 
B)  They usually lead to the next step-acceptance signals. 
C)  They indicate that the salesperson needs to respond with similar signals to proceed on an equal footing with his buyer. 
D)  They signal the salesperson to speed up his or her presentation. 
E)  They warn the salesperson to close the deal. 
A)  They indicate blocked communications. 
B)  They usually lead to the next step-acceptance signals. 
C)  They indicate that the salesperson needs to respond with similar signals to proceed on an equal footing with his buyer. 
D)  They signal the salesperson to speed up his or her presentation. 
E)  They warn the salesperson to close the deal.

Question 4

Which of the following terms in a face-to-face sales meeting embodies the notion of expressions?

Accepted Answer

A)  explicit 
B)  verbal 
C)  vocal 
D)  nonverbal 
E)  persuasive 
A)  explicit 
B)  verbal 
C)  vocal 
D)  nonverbal 
E)  persuasive

Question 5

The salesperson should NOT allow herself to be distracted by the buyer's body angle because it is meaningless.

Accepted Answer

A) True 
 B)False

Question 6

How large an area is encompassed by an individual's personal space?

Accepted Answer

A)  up to one metre 
B)  0.5 to 1.5 metres 
C)  2 to 4 metres 
D)  3 to 6 metres 
E)  approximately 4.5 metres 
A)  up to one metre 
B)  0.5 to 1.5 metres 
C)  2 to 4 metres 
D)  3 to 6 metres 
E)  approximately 4.5 metres

Question 7

When there is an exciting announcement to be made about a product such as an upcoming sale,Marty can get the word out quickly by using which of the following modes of communication?

Accepted Answer

A)  snail mail 
B)  twitter 
C)  the telephone 
D)  advertising 
E)  all of these techniques could be used 
A)  snail mail 
B)  twitter 
C)  the telephone 
D)  advertising 
E)  all of these techniques could be used

Question 8

After listening to a sales presentation,Henry,the sales prospect,starts the process of trying to understand how his business would be impacted.What is this known as?

Accepted Answer

A)  the communication process 
B)  message context 
C)  the encoding process 
D)  the decoding process 
E)  the medium selection 
A)  the communication process 
B)  message context 
C)  the encoding process 
D)  the decoding process 
E)  the medium selection

Question 9

Your buyer is leaning away from you with his arms crossed and displaying a generally neutral facial expression toward your sales presentation.Which term best describes this scenario?

Accepted Answer

A)  disagreement 
B)  mixed 
C)  acceptance 
D)  caution 
E)  defiance 
A)  disagreement 
B)  mixed 
C)  acceptance 
D)  caution 
E)  defiance

Question 10

Canadian image and communication experts provide some advice on the proper hair style appropriate for Canadian salespeople.Which of the following choices best fits the advice provided by these experts and referenced in this text?

Accepted Answer

A)  Wear it short to suggest a conservative, professional, and business-like approach. 
B)  Consider the industry in which you are working and make sure it's neat and non-distracting. 
C)  Wear it long to show an optimistic outlook on life. 
D)  Wear your hair at a medium length in order not to offend prospects that prefer long or short hair. 
E)  Experts suggest you should follow your "heart" - be yourself. 
A)  Wear it short to suggest a conservative, professional, and business-like approach. 
B)  Consider the industry in which you are working and make sure it's neat and non-distracting. 
C)  Wear it long to show an optimistic outlook on life. 
D)  Wear your hair at a medium length in order not to offend prospects that prefer long or short hair. 
E)  Experts suggest you should follow your "heart" - be yourself.

Question 11

Which of the following are activities that may be done well via "social media"?

Accepted Answer

A)  search for new customers 
B)  research prospects 
C)  networking 
D)  provide customer service 
E)  all of these choices are correct 
A)  search for new customers 
B)  research prospects 
C)  networking 
D)  provide customer service 
E)  all of these choices are correct

Question 12

Entering a so called buyer's intimate space before the prospect is ready often will help close the sale.

Accepted Answer

A) True 
 B)False

Question 13

In a normal two-person conversation,less than 35 percent of the social meaning is expressed verbally.

Accepted Answer

A) True 
 B)False

Question 14

What describes communication characteristics of your voice,such as inflection,pitch,and when you pause between words?

Accepted Answer

A)  imagery 
B)  sales-oratory 
C)  decoding 
D)  deceptive 
E)  vocal 
A)  imagery 
B)  sales-oratory 
C)  decoding 
D)  deceptive 
E)  vocal

Question 15

Bob is trying to convince Isabel that his products will be of great value to Isabel's business.What role is Bob playing from a communication model perspective?

Accepted Answer

A)  source 
B)  encoder 
C)  communication deliverer 
D)  receiver 
E)  sender 
A)  source 
B)  encoder 
C)  communication deliverer 
D)  receiver 
E)  sender

Question 16

Which of the following does the text identify as major nonverbal communication channels?

Accepted Answer

A)  Handshakes 
B)  The physical spaces between the buyer and seller 
C)  Clothing and grooming 
D)  Body movements 
E)  All of these choices are correct 
A)  Handshakes 
B)  The physical spaces between the buyer and seller 
C)  Clothing and grooming 
D)  Body movements 
E)  All of these choices are correct

Question 17

Your prospect has agreed to meet you for lunch to allow you an opportunity to close a potentially lucrative contract.In addressing the actual lunch setting,the text offers some practical advice you should follow.Which of the following is NOT addressed by the authors in this text?

Accepted Answer

A)  Arrive before your prospect and make sure your cell phone is off. 
B)  Do not talk business until both of you have ordered. 
C)  Reserve a table that is away from traffic and distractions. 
D)  Pick up the tab and make sure your tip is at least 25% of the tab. 
E)  Allow the prospect to order his meal first. 
A)  Arrive before your prospect and make sure your cell phone is off. 
B)  Do not talk business until both of you have ordered. 
C)  Reserve a table that is away from traffic and distractions. 
D)  Pick up the tab and make sure your tip is at least 25% of the tab. 
E)  Allow the prospect to order his meal first.

Question 18

Imagine you sell veterinarian products.As you discuss the merit of a new vaccination for arthritis with a potential buyer,you notice she is leaning away from you,and looking most of the time at a photograph that she is continually picking up,putting down,and rearranging on her desk.What kind of signal is this buyer providing you?

Accepted Answer

A)  mixed 
B)  disagreement 
C)  territorial 
D)  caution 
E)  defiance 
A)  mixed 
B)  disagreement 
C)  territorial 
D)  caution 
E)  defiance

Question 19

List the five communication modes that a buyer uses to send acceptance signals.

Accepted Answer

The five communication modes a

Question 20

A salesperson must often seek feedback because prospect do not always give it voluntarily.

Accepted Answer

A) True 
 B)False

Which of the following statements about listening is true?

As you deliver your planned sales presentation,you become increasingly aware your buyer is sending you caution signals.Which of the following courses of action would be your best one to try?

Mathew,a potential customer of yours is displaying classical "caution signals." Which of the following is one of two possible reasons for customers displaying "caution signals" identified in the text?

Which of the following terms in a face-to-face sales meeting embodies the notion of expressions?

The salesperson should NOT allow herself to be distracted by the buyer's body angle because it is meaningless.

How large an area is encompassed by an individual's personal space?

When there is an exciting announcement to be made about a product such as an upcoming sale,Marty can get the word out quickly by using which of the following modes of communication?

After listening to a sales presentation,Henry,the sales prospect,starts the process of trying to understand how his business would be impacted.What is this known as?

Your buyer is leaning away from you with his arms crossed and displaying a generally neutral facial expression toward your sales presentation.Which term best describes this scenario?

Canadian image and communication experts provide some advice on the proper hair style appropriate for Canadian salespeople.Which of the following choices best fits the advice provided by these experts and referenced in this text?

Which of the following are activities that may be done well via "social media"?

Entering a so called buyer's intimate space before the prospect is ready often will help close the sale.

In a normal two-person conversation,less than 35 percent of the social meaning is expressed verbally.

What describes communication characteristics of your voice,such as inflection,pitch,and when you pause between words?

Bob is trying to convince Isabel that his products will be of great value to Isabel's business.What role is Bob playing from a communication model perspective?

Which of the following does the text identify as major nonverbal communication channels?

Your prospect has agreed to meet you for lunch to allow you an opportunity to close a potentially lucrative contract.In addressing the actual lunch setting,the text offers some practical advice you should follow.Which of the following is NOT addressed by the authors in this text?

List the five communication modes that a buyer uses to send acceptance signals.

A salesperson must often seek feedback because prospect do not always give it voluntarily.

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach: Begin Your Presentation Strategically

The Presentation: Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters

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

Which of the following statements about listening is true?

As you deliver your planned sales presentation,you become increasingly aware your buyer is sending you caution signals.Which of the following courses of action would be your best one to try?

Mathew,a potential customer of yours is displaying classical "caution signals." Which of the following is one of two possible reasons for customers displaying "caution signals" identified in the text?

Which of the following terms in a face-to-face sales meeting embodies the notion of expressions?

The salesperson should NOT allow herself to be distracted by the buyer's body angle because it is meaningless.

How large an area is encompassed by an individual's personal space?

When there is an exciting announcement to be made about a product such as an upcoming sale,Marty can get the word out quickly by using which of the following modes of communication?

After listening to a sales presentation,Henry,the sales prospect,starts the process of trying to understand how his business would be impacted.What is this known as?

Your buyer is leaning away from you with his arms crossed and displaying a generally neutral facial expression toward your sales presentation.Which term best describes this scenario?

Canadian image and communication experts provide some advice on the proper hair style appropriate for Canadian salespeople.Which of the following choices best fits the advice provided by these experts and referenced in this text?

Which of the following are activities that may be done well via "social media"?

Entering a so called buyer's intimate space before the prospect is ready often will help close the sale.

In a normal two-person conversation,less than 35 percent of the social meaning is expressed verbally.

What describes communication characteristics of your voice,such as inflection,pitch,and when you pause between words?

Bob is trying to convince Isabel that his products will be of great value to Isabel's business.What role is Bob playing from a communication model perspective?

Which of the following does the text identify as major nonverbal communication channels?

Your prospect has agreed to meet you for lunch to allow you an opportunity to close a potentially lucrative contract.In addressing the actual lunch setting,the text offers some practical advice you should follow.Which of the following is NOT addressed by the authors in this text?

List the five communication modes that a buyer uses to send acceptance signals.

A salesperson must often seek feedback because prospect do not always give it voluntarily.

The Life,times,and Career of the Professional Salesperson

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Sales Knowledge: Customers, products, technologies

Prospecting : The Lifeblood of Selling

The Pre-Approach Planning Your Sales Call and Presentation

The Approach: Begin Your Presentation Strategically

The Presentation: Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time,Territory,and Self-Management

Retail, business, services, and Nonprofit Selling

Filters