Question 1

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?

Accepted Answer

A)  caution 
B)  acceptance 
C)  disagreement 
D)  unsure 
E)  confusion

Question 2

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

Accepted Answer

A)  territorial 
B)  communal 
C)  social 
D)  personal 
E)  public

Question 3

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

Accepted Answer

A)  distortion 
B)  hard-sell communication 
C)  non-communication 
D)  noise 
E)  one-way communication

Question 4

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?

Accepted Answer

A)  selective encoding 
B)  benefitizing 
C)  selective questioning 
D)  probing 
E)  problem solving

Question 5

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?

Accepted Answer

A)  low involvement 
B)  participative 
C)  non-routine 
D)  active 
E)  responsive

Question 6

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?

Accepted Answer

A)  territorial 
B)  intimate 
C)  secured 
D)  personal 
E)  protected

Question 7

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

Accepted Answer

A)  virtual learners like to see things 
B)  kinesthetic learners like to touch and do things 
C)  kinesthetic learners like to visualize things 
D)  auditory learners like to see things 
E)  all of these choices are correct

Question 8

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

Accepted Answer

A)  communal 
B)  intimate 
C)  social 
D)  personal 
E)  public

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

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

Accepted Answer

A)  Often, a long message is best to capture the required information. 
B)  Use acronyms widely to save space. 
C)  Be respectful of the client's time. 
D)  Use this mode of communication late at night. 
E)  As it is the norm, feel free to use emoticons.

Question 11

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

Accepted Answer

A)  verbal 
B)  nonverbal 
C)  distorted 
D)  proactive 
E)  explicit

Question 12

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

Accepted Answer

A)  Females should always wear dresses as they appear elegant and sophisticated. 
B)  Suits are best, usually in conservative colours. 
C)  Lots of eye catching jewellery should be worn to show prospects you're successful. 
D)  It's best to be as comfortable as possible as it can be a long day. 
E)  None of these choices are correct.

Question 13

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

Accepted Answer

A)  diligence 
B)  active 
C)  active listening 
D)  loyalty 
E)  enthusiasm

Question 14

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

Accepted Answer

A)  decoding 
B)  processing 
C)  encoding 
D)  translating 
E)  creating a message medium

Question 15

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?

Accepted Answer

A)  impersonal 
B)  communal 
C)  social 
D)  personal 
E)  public

Question 16

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.

Accepted Answer

A) True 
 B)False

Question 17

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.

Accepted Answer

A) True 
 B)False

Question 18

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

Accepted Answer

A) True 
 B)False

Question 19

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.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

The answer of The text identifies several common barriers to...

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?