Exam 4: Communication Skills

____________questions are used to shift or redirect the topic of discussion when the discussion gets off course or when a line of questioning proves to be of little interest or value.

(Short Answer)

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Question 21

Active listening is efficient for salespeople because they can actively form responses while the buyer is talking.

(True/False)

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Question 22

Salespeople use evaluative questions to uncover prospects' perceptions and feelings regarding existing and desired circumstances.

(True/False)

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Question 23

"Are you interested in making a purchase today?" is an example of an ADAPT question.

(True/False)

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Question 24

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.

(True/False)

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Question 25

Active listening requires both cognition and concentration.

(True/False)

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Question 26

Which of the following is not a type of question found in the ADAPT questioning system?

(Multiple Choice)

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Question 27

When speaking with someone on a job interview or sales call, which of the following body postures is most appropriate?

(Multiple Choice)

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Question 28

One of the objectives of strategic questioning is to generate ________________________.

(Short Answer)

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Question 29

"Do you typically purchase or lease?" is an example of which type of SPIN question?

(Multiple Choice)

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Question 30

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

(Short Answer)

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Question 31

With respect to ADAPT, "how might your customer service improve if you no longer have that problem?" is an example of a/an ____________ question.

(Short Answer)

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Question 32

After sensing and interpreting a message, the salesperson should begin evaluating the message before responding to it.

(True/False)

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Question 33

Pictures are an important part of effective communication because they're usually easier to recall than words alone.

(True/False)

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Question 34

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

(Short Answer)

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Question 35

________________questions are a directive form of questioning that asks the customer to choose from two (or more - multiple choice)options.

(Short Answer)

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Question 36

How a person sits in a chair is a form of nonverbal communication.

(True/False)

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Question 37

The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.

(True/False)

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Question 38

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

(Short Answer)

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Question 39

The acronym SIER stands for what?

(Multiple Choice)

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Question 40

Showing 21 - 40 of 134

____________questions are used to shift or redirect the topic of discussion when the discussion gets off course or when a line of questioning proves to be of little interest or value.

Active listening is efficient for salespeople because they can actively form responses while the buyer is talking.

Salespeople use evaluative questions to uncover prospects' perceptions and feelings regarding existing and desired circumstances.

"Are you interested in making a purchase today?" is an example of an ADAPT question.

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.

Active listening requires both cognition and concentration.

Which of the following is not a type of question found in the ADAPT questioning system?

When speaking with someone on a job interview or sales call, which of the following body postures is most appropriate?

One of the objectives of strategic questioning is to generate ________________________.

"Do you typically purchase or lease?" is an example of which type of SPIN question?

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

With respect to ADAPT, "how might your customer service improve if you no longer have that problem?" is an example of a/an ____________ question.

After sensing and interpreting a message, the salesperson should begin evaluating the message before responding to it.

Pictures are an important part of effective communication because they're usually easier to recall than words alone.

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

________________questions are a directive form of questioning that asks the customer to choose from two (or more - multiple choice)options.

How a person sits in a chair is a form of nonverbal communication.

The S in SPIN stands for situation questions, and they are designed to help the buyer understand the seller's situation.

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

The acronym SIER stands for what?

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Addressing Concerns and Earning Commitment

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

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