Exam 4: Communication for Relationship Building: Its Not All Talk

The MIT Precision Products salesperson called on the dentist and described his company's new drill as having "unbelievable cutting power" and "a perfect balance to reduce hand fatigue." The dentist looked at the salesperson as if he were crazy and said,"I will never use your company's product.It was due to an MIT product that I failed to graduate with the rest of my classmates." In terms of the communication process,the dentist:

Entering a buyer's intimate space before the prospect is ready is endearing to the buyer and helps the salesperson close the sale.

Assume that you are a male salesperson.What advice does the text give you about the length of your hair?

The Top-Flite salesperson calls on a sports equipment retailer and describes his company's new golf balls as having "titanium in the cover to create explosive distance" and "tungsten in the core for amazing control on the greens".The retailer does not understand why the golf balls have tungsten in their core because he is not a golfer himself.In terms of the communication process,this represents a problem with:

Disagreement signals should be handled by using close-ended questions and projecting acceptance signals.

Identify the level of listening most people engage in.

_____ occurs when listeners are easily distracted by their thoughts.

Why is it important for a salesperson to recognize and adjust his/her presentation when a buyer is showing caution signals?

A medical supplies salesperson walks into a hospital administrator's office.The administrator invites the salesperson to sit in a chair directly across the desk from her.Into which space zone is the salesperson being placed?

Which of the following statements about feedback is INCORRECT?

Probing questions are intended to assess the buyer's attitude about a sales presentation.

As Austin presents product information to the CEO of Diamonite,he notices that the CEO is leaning back in his chair and smiling,with his hands and arms in a relaxed position.The prospect is giving _____ signals.

Proof statements can add credibility to a sales message.

Describe the three levels of listening,starting with the lowest level.What happens as you move from the first to the third level?

Define communications in a sales context.

The ability to communicate effectively is the second most important skill for a sales career behind financial shrewdness.

Unless necessary,highly technical presentations should be avoided.

Identify the area that is normally used for a sales presentation.

What are three characteristics of a senser personality type?

What is the KISS rule?