Question 1

The social zone ranges from ______ to _______feet.

Accepted Answer

The answer of The social zone ranges from ______ to...

Question 2

In order to collect important information concerning the needs of the buyer, the salesperson should utilize probing questions.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is the best example of an open-end question?

Accepted Answer

A)  How many employees to have? 
B)  Did you say you are already working with another supplier? 
C)  How do you currently assess the performance of your suppliers? 
D)  Are you interested in making a purchase today? 
E)  All of the above are open-end questions. 
A)  How many employees to have? 
B)  Did you say you are already working with another supplier? 
C)  How do you currently assess the performance of your suppliers? 
D)  Are you interested in making a purchase today? 
E)  All of the above are open-end questions.

Question 4

Kim is a salesperson for ABC Advertising and is having trouble maintaining control of her sales calls.She finds that her customers often go off on tangents and will talk about relatively unimportant things until her time with those customers is up.Kim could probably benefit from ____.

Accepted Answer

A)  Improving her questioning skills 
B)  Being candid with her customers by telling them they are wasting her time 
C)  Talking more during the sales call so the customers don't have a chance to go off on tangents 
D)  Being more formal and less friendly during the sales call 
E)  All of the above 
A)  Improving her questioning skills 
B)  Being candid with her customers by telling them they are wasting her time 
C)  Talking more during the sales call so the customers don't have a chance to go off on tangents 
D)  Being more formal and less friendly during the sales call 
E)  All of the above

Question 5

If the salesperson is successful with projection questions he/she should:

Accepted Answer

A)  Ask for the order. 
B)  Ask transition questions. 
C)  Ask implication questions. 
D)  Begin presenting a solution. 
E)  All of the above are correct. 
A)  Ask for the order. 
B)  Ask transition questions. 
C)  Ask implication questions. 
D)  Begin presenting a solution. 
E)  All of the above are correct.

Question 6

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

Accepted Answer

A)  Evaluative 
B)  Multiple-choice 
C)  Probing 
D)  Tactical 
E)  None of the above 
A)  Evaluative 
B)  Multiple-choice 
C)  Probing 
D)  Tactical 
E)  None of the above

Question 7

After sensing and interpreting a message, the salesperson should respond.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is usually not an objective of strategic questioning?

Accepted Answer

A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  All of the above are objectives of strategy questioning 
A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  All of the above are objectives of strategy questioning

Question 9

In our culture, crossed arms are often an indication of defensiveness.

Accepted Answer

A) True 
 B)False

Question 10

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following is not one of the ten keys to effective listening?

Accepted Answer

A)  Evaluates and judges the message as it is being communicated. 
B)  Listens for central themes 
C)  Interprets color words but does not get hung up on them 
D)  Actively looks for opportunities of common interest 
E)  Each of the above is one of the keys to effective listening 
A)  Evaluates and judges the message as it is being communicated. 
B)  Listens for central themes 
C)  Interprets color words but does not get hung up on them 
D)  Actively looks for opportunities of common interest 
E)  Each of the above is one of the keys to effective listening

Question 12

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

Accepted Answer

A) True 
 B)False

Question 13

After asking problem questions, the salesperson should begin asking need-payoff questions.

Accepted Answer

A) True 
 B)False

Question 14

A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ________ type of SPIN question.

Accepted Answer

A)  Implication 
B)  Problem 
C)  Situation 
D)  Need-Payoff 
E)  None of the above 
A)  Implication 
B)  Problem 
C)  Situation 
D)  Need-Payoff 
E)  None of the above

Question 15

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following are likely to result when a salesperson uses poor grammar in either oral or written communications?

Accepted Answer

A)  The meaning and credibility of the message are significantly downgraded 
B)  The receiver begins to focus on the poor grammar rather than the meaning of the message 
C)  The receiver dismisses the sender and the sender's organization as being unable to perform the role of an effective supplier and partner 
D)  The probability of effective communication is reduced 
E)  All the above are likely to result 
A)  The meaning and credibility of the message are significantly downgraded 
B)  The receiver begins to focus on the poor grammar rather than the meaning of the message 
C)  The receiver dismisses the sender and the sender's organization as being unable to perform the role of an effective supplier and partner 
D)  The probability of effective communication is reduced 
E)  All the above are likely to result

Question 17

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

Accepted Answer

A)  Situation questions 
B)  Need-payoff questions 
C)  Implication questions 
D)  Transition questions 
E)  Both b and d are correct 
A)  Situation questions 
B)  Need-payoff questions 
C)  Implication questions 
D)  Transition questions 
E)  Both b and d are correct

Question 18

Projection questions ask the buyer to describe what life would be like without a problem.

Accepted Answer

A) True 
 B)False

Question 19

With respect to listening, the weak listener listens for facts, the strong listener listens for ____________.

Accepted Answer

The answer of With respect to listening, the weak listener...

Question 20

By demonstrating effective listening, a salesperson is able to do which of the following?

Accepted Answer

A)  Help build the buyer's trust 
B)  Convince the buyer that the salesperson's product is best 
C)  Always uncover two or three explicit needs 
D)  Beat out the competition 
E)  All the above are correct 
A)  Help build the buyer's trust 
B)  Convince the buyer that the salesperson's product is best 
C)  Always uncover two or three explicit needs 
D)  Beat out the competition 
E)  All the above are correct

The social zone ranges from to _feet.

In order to collect important information concerning the needs of the buyer, the salesperson should utilize probing questions.

Which of the following is the best example of an open-end question?

Kim is a salesperson for ABC Advertising and is having trouble maintaining control of her sales calls.She finds that her customers often go off on tangents and will talk about relatively unimportant things until her time with those customers is up.Kim could probably benefit from ____.

If the salesperson is successful with projection questions he/she should:

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

After sensing and interpreting a message, the salesperson should respond.

Which of the following is usually not an objective of strategic questioning?

In our culture, crossed arms are often an indication of defensiveness.

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

Which of the following is not one of the ten keys to effective listening?

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

After asking problem questions, the salesperson should begin asking need-payoff questions.

A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ________ type of SPIN question.

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Which of the following are likely to result when a salesperson uses poor grammar in either oral or written communications?

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

Projection questions ask the buyer to describe what life would be like without a problem.

With respect to listening, the weak listener listens for facts, the strong listener listens for ____________.

By demonstrating effective listening, a salesperson is able to do which of the following?

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

Filters

Exam 4: Communication Skills

The social zone ranges from ______ to _______feet.

In order to collect important information concerning the needs of the buyer, the salesperson should utilize probing questions.

Which of the following is the best example of an open-end question?

Kim is a salesperson for ABC Advertising and is having trouble maintaining control of her sales calls.She finds that her customers often go off on tangents and will talk about relatively unimportant things until her time with those customers is up.Kim could probably benefit from ____.

If the salesperson is successful with projection questions he/she should:

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

After sensing and interpreting a message, the salesperson should respond.

Which of the following is usually not an objective of strategic questioning?

In our culture, crossed arms are often an indication of defensiveness.

According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.

Which of the following is not one of the ten keys to effective listening?

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

After asking problem questions, the salesperson should begin asking need-payoff questions.

A salesperson asking a buyer "How would your productivity be affected if your copier never stopped functioning properly?" is asking a ________ type of SPIN question.

"Your problem is that you're not working with the right suppliers." is an example of a Discovery question.

Which of the following are likely to result when a salesperson uses poor grammar in either oral or written communications?

Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions?

Projection questions ask the buyer to describe what life would be like without a problem.

With respect to listening, the weak listener listens for facts, the strong listener listens for ____________.

By demonstrating effective listening, a salesperson is able to do which of the following?

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

Filters

The social zone ranges from to _feet.