Exam 4: Communication Skills

"Do you see the merits of the solution I'm proposing?" is an example of which type of questions?

Receiving both verbal and nonverbal communication is the objective of which active listening component?

Salespeople begin working with a prospect at the far end of the public zone and move closer as the relationship develops.

Once you get the hang of it, active listening is relatively easy and does not require much effort.

A salesperson wishing to shift or redirect the topic of discussion should use which of the following types of questions?

Salespeople often combine different types of questions to accomplish multiple and closely related sales objectives.

Talking with rather than at the customer is the basis of _______________sales communication.

In trust-based selling it is more important that the salesperson talks with rather than at the buyer.

__________________refers to the conscious and unconscious reactions, movements, and utterances that people use in addition to the words and symbols associated with language.

"How well are your current suppliers performing?" is an example of which type of ADAPT question?

A salesperson will use Transition questions to move the sales call from the rapport building stage to the needs discovery stage.

The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called?

In trust-based sales communication, successful salespeople are strategic about the questions they ask.

In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?

The term Proxemics refers to the issue of personal distance.

Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.

With respect to SIER, addressing the question of "what meaning does the sender intend?"

The acronym SPIN stands for?

Each individual type of nonverbal communication carries meaning.However, collectively the pieces of nonverbal communication being expressed at the same time combine to form unique meaning (that is, different from that of the individual pieces).This collection of nonverbal communication is referred to as _________.

_______________refers to the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.