Exam 4: Communication Skills

Conveying interest and understanding is the objective of which active listening component?

By varying the loudness and intensity of their voice, salespeople can improve their communication effectiveness.

SPIN stands for Situation, Problem and ______________.

Reactive questions are always open-ended.

With respect to SPIN, "would you like to learn more about how we can solve that problem?" is an example of a/an ______________question.

A salesperson wishing to uncover more detailed information should use which the following types of questions?

In face-to-face communication, the verbal portion of the message accounts for about 90% of the meaning.

A salesperson with well-developed questioning skills is able to control the flow and direction of the sales call through the questions he/she asks.

The purpose of sales communication is to seek agreement from the prospective buyer.

Suppose you are a salesperson engaged in face-to-face communication with a perspective buyer.You notice that the buyer backs away from you each time you step within 4 feet of him/her to talk.Which of the following is most likely?

Proper grammar is important to almost any sales presentation, either oral or written.

If you find that people you speak with often misinterpret your verbal messages, you should probably work on what?

With respect to ADPT, "have you had any problem with your current supplier?" is an example of a/an ___________question.

A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a _________ type of SPIN question.