Question 1

With respect to ADAPT, "how has that problem affected your customer service?" is an example of a/an ______________ question.

Accepted Answer

The answer of With respect to ADAPT, "how has that...

Question 2

With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.

Accepted Answer

The answer of With respect to SPIN, "how have those...

Question 3

One of the six facets of effective listening is to __________________the buyer to talk.

Accepted Answer

The answer of One of the six facets of effective...

Question 4

The question "So, do you understand how this software will make your employees more productive?" is attempting to accomplish which of the following objectives?

Accepted Answer

A)  Gain confirmation 
B)  Closed-ended question 
C)  Gather information 
D)  None of the above 
E)  Both b and c 
A)  Gain confirmation 
B)  Closed-ended question 
C)  Gather information 
D)  None of the above 
E)  Both b and c

Question 5

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

Accepted Answer

A) True 
 B)False

Question 6

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

Accepted Answer

The answer of With respect to ADAPT, "who is your...

Question 7

In trust-based sales communication, successful salespeople avoid any sort of strategic application of questioning because doing so is too restricting.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is an example of a closed-end question?

Accepted Answer

A)  How do you determine sales goals for each region? 
B)  Why are your customers currently unhappy? 
C)  Is this the primary reason you are interested in switching suppliers? 
D)  How do you currently process orders? 
E)  All of the above are closed-end questions. 
A)  How do you determine sales goals for each region? 
B)  Why are your customers currently unhappy? 
C)  Is this the primary reason you are interested in switching suppliers? 
D)  How do you currently process orders? 
E)  All of the above are closed-end questions.

Question 9

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

Accepted Answer

A) True 
 B)False

Question 10

An important part of listening is visual rather than auditory.

Accepted Answer

A) True 
 B)False

Question 11

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

Accepted Answer

The answer of Questions that refer to or directly result...

Question 12

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

Accepted Answer

The answer of ____________ refer to groups of related nonverbal...

Question 13

One of the objectives of strategic questioning is to ____________ thinking.

Accepted Answer

The answer of One of the objectives of strategic questioning...

Question 14

With respect to ADAPT, "so having a supplier who is never late with deliveries is important to you?" is an example of a/an __________ question.

Accepted Answer

The answer of With respect to ADAPT, "so having a...

Question 15

The pitch of a salesperson's voice often affects his/her credibility with buyers.

Accepted Answer

A) True 
 B)False

Question 16

SIER stands for_______________, interpreting, evaluating and responding.

Accepted Answer

The answer of SIER stands for_______________, interpreting, evaluating and responding....

Question 17

Which of the following is not one of voice characteristics described in the text?

Accepted Answer

A)  Pitch 
B)  Frequency 
C)  Speaking Rate 
D)  Intensity 
E)  Quality 
A)  Pitch 
B)  Frequency 
C)  Speaking Rate 
D)  Intensity 
E)  Quality

Question 18

Need-payoff questions can be similar to Transition questions.

Accepted Answer

A) True 
 B)False

Question 19

"How will the supplier's inability to deliver on time affect your planned expansion?" is an example which type of ADAPT question?

Accepted Answer

A)  Assessment questions 
B)  Activation questions 
C)  Projection questions 
D)  Problem questions 
E)  Discovery questions 
A)  Assessment questions 
B)  Activation questions 
C)  Projection questions 
D)  Problem questions 
E)  Discovery questions

Question 20

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

Accepted Answer

A) True 
 B)False

With respect to ADAPT, "how has that problem affected your customer service?" is an example of a/an ______________ question.

With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.

One of the six facets of effective listening is to __________________the buyer to talk.

The question "So, do you understand how this software will make your employees more productive?" is attempting to accomplish which of the following objectives?

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

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

In trust-based sales communication, successful salespeople avoid any sort of strategic application of questioning because doing so is too restricting.

Which of the following is an example of a closed-end question?

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

An important part of listening is visual rather than auditory.

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

One of the objectives of strategic questioning is to ____________ thinking.

With respect to ADAPT, "so having a supplier who is never late with deliveries is important to you?" is an example of a/an __________ question.

The pitch of a salesperson's voice often affects his/her credibility with buyers.

SIER stands for_______________, interpreting, evaluating and responding.

Which of the following is not one of voice characteristics described in the text?

Need-payoff questions can be similar to Transition questions.

"How will the supplier's inability to deliver on time affect your planned expansion?" is an example which type of ADAPT question?

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

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

With respect to ADAPT, "how has that problem affected your customer service?" is an example of a/an ______________ question.

With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.

One of the six facets of effective listening is to __________________the buyer to talk.

The question "So, do you understand how this software will make your employees more productive?" is attempting to accomplish which of the following objectives?

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

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

In trust-based sales communication, successful salespeople avoid any sort of strategic application of questioning because doing so is too restricting.

Which of the following is an example of a closed-end question?

Questions designed to probe information gained in the assessment stage of ADAPT are called Discovery questions.

An important part of listening is visual rather than auditory.

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

____________ refer to groups of related nonverbal expressions, gestures, and movements that can be interpreted to better understand the true message being communicated.

One of the objectives of strategic questioning is to ____________ thinking.

With respect to ADAPT, "so having a supplier who is never late with deliveries is important to you?" is an example of a/an __________ question.

The pitch of a salesperson's voice often affects his/her credibility with buyers.

SIER stands for_______________, interpreting, evaluating and responding.

Which of the following is not one of voice characteristics described in the text?

Need-payoff questions can be similar to Transition questions.

"How will the supplier's inability to deliver on time affect your planned expansion?" is an example which type of ADAPT question?

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

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