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

When Sally speaks to clients and colleagues,she has a habit of positioning herself very close to the other person.Often,they become agitated.What element associated with territorial space is Sally violating?

The signature in an email should only be used in certain messages.

A salesperson makes a presentation to a potential client.During the presentation,the potential client angles her body away from you.This may be indicative of some kind of "blocked communication" issue.

Which of the following statements is recommended by the text as a good rule to follow when a salesperson is shaking hands?

Under which of the following would you include communication barriers?

The text describes three levels of listening.Which of the following is identified by the text as the lowest level of listening?

From a communications model perspective,the salesperson in a sales call is the:

Harvey is about to email a potential client.When he composes his email,what should he include in the subject line?

According to the text,the tone you use,and the actions and words you choose are all examples of encoding.

One-way communication is essential for the salesperson to make the sale.

Which of the following should be included in the signature line of an email message?

When engaged in marginal listening,Robin refrains from evaluating the message and tries to see the other person's point of view.

Acceptance signals indicate the buyer is favourably inclined toward your presentation but is hesitant toward you as a presenter - he/she likes the product but is not comfortable with you as a salesperson.