Exam 4: Communication Skills

___________questions are designed to penetrate below generalized or superficial information to elicit more articulate and precise details for use in needs discovery in solution identification.

(Short Answer)

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Question 101

The SPIN questioning strategy is closely related to the ________ questioning strategy.

(Short Answer)

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Question 102

One of the objectives of strategic question is to _______________ the sale.

(Short Answer)

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Question 103

SPIN refers to a sequential series of questions while ADAPT refers to a non-sequential series of questions.

(True/False)

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Question 104

There is really no difference between serious listening and social listening.

(True/False)

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Question 105

One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating.

(True/False)

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Question 106

Michele is a salesperson who finds it effective to try and ______________ what the buy is saying. This helps her to pay attention and understand what the buyer is saying.

(Multiple Choice)

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Question 107

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

(True/False)

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Question 108

Which of the following best describes the purpose of trust-based sales communication?

(Multiple Choice)

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Question 109

The collection of related expressions, gestures, and movements combining to form nonverbal messaged are called nonverbal clusters.

(True/False)

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Question 110

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

(True/False)

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Question 111

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

(Multiple Choice)

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Question 112

Which of the following is not a type of question described in the text?

(Multiple Choice)

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Question 113

"How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?

(Multiple Choice)

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Question 114

Open-ended questions encourage the customer to respond freely.

(True/False)

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Question 115

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

(Multiple Choice)

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Question 116

Premature evaluation of what the buyer is saying often prevents the salesperson from being an effective communicator.

(True/False)

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Question 117

ADAPT stands for Assessment Discovery Activation ________________ and Transition.

(Short Answer)

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Question 118

A salesperson wishing to uncover a prospect's perceptions and feelings regarding a proposed solution should use which of the following types of questions?

(Multiple Choice)

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Question 119

Closed-ended questions encourage the customer to respond freely.

(True/False)

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Question 120

Showing 101 - 120 of 134

___________questions are designed to penetrate below generalized or superficial information to elicit more articulate and precise details for use in needs discovery in solution identification.

The SPIN questioning strategy is closely related to the ________ questioning strategy.

One of the objectives of strategic question is to _______________ the sale.

SPIN refers to a sequential series of questions while ADAPT refers to a non-sequential series of questions.

There is really no difference between serious listening and social listening.

One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating.

Michele is a salesperson who finds it effective to try and ______________ what the buy is saying. This helps her to pay attention and understand what the buyer is saying.

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

Which of the following best describes the purpose of trust-based sales communication?

The collection of related expressions, gestures, and movements combining to form nonverbal messaged are called nonverbal clusters.

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

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

Which of the following is not a type of question described in the text?

"How would a system that your operators found easier to use affect your business operations?" is an example which type of ADAPT question?

Open-ended questions encourage the customer to respond freely.

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

Premature evaluation of what the buyer is saying often prevents the salesperson from being an effective communicator.

ADAPT stands for Assessment Discovery Activation ________________ and Transition.

A salesperson wishing to uncover a prospect's perceptions and feelings regarding a proposed solution should use which of the following types of questions?

Closed-ended questions encourage the customer to respond freely.

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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