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

The restaurant equipment salesperson is receiving the following signals from her prospect: She appears to want to move away from you,has gone silent and appears to be avoiding eye contact and,starts to make a few negative comments.What kind of signal is she likely projecting?

Natural barriers such as desks or counters often mitigate which of the following potential violation of physical space?

The salesperson delivers a detailed presentation while the buyer simply listens to the salesperson.Which of the following terms best describes this scenario?

During the sales presentation,the paper salesperson often asked the prospect various questions about her previous experience with similar types of paper and what she thought about the weight and quality of the paper he was selling.What is the salesperson trying to do with these type of questions?

As she listens to her customer,Katlin refrains from evaluating the message and tries to see the customer's point of view.What kind of listening is Katlin displaying?

What term would you use to describe the space between a buyer and a seller that should be of respect and if violated,is seen as the most "sensitive zone" by most North Americans?

Which of the following statement(s)about learning styles is accurate?

A chair beside a prospect's desk will typically be in which zone?

Successful salespeople are true to their own self-image and do NOT try to match their communication style with that of their prospect.

Which of the following is "Textiquette" guidelines offered by the authors of this book?

So called "body language" is normally associated with which communication type?

Which statement best describes appropriate attire in the world of sales?

What term embodies the notion of a salesperson being excited about the opportunity to solve a prospect's challenges?

What is the salesperson doing when he/she translates the ideas and concepts contained in his/her mind into words?

As the salesperson walks into the purchasing agent's office,she invites the seller to sit in a chair directly across her desk from her.Into which space zone is the salesperson being placed?

Having a product sample and allowing a client to handle it and use it would be an effective way of conducting a sales presentation to a client you have identified as a kinesthetic learner.

Martha decides to explain the product features to a prospect by telling a story.The process of converting a concept into a story is an example of encoding.

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

When a salesperson listens "behind" the words for the emotional content of a verbal message,he or she is actually listening by using more than just one sense.

The text identifies several common barriers to communication.Identify and provide an example associated with each barrier to communication?