Exam 4: Communication Skills

Which of the following is an example of an open-end question designed to be evaluative in nature?

When attending an interview for the position of sales manager at a company, Sarah notices that her interviewer is nodding and smiling while listening to her. In this scenario, Sarah can most likely conclude that the interviewer:

Open-end questions limit a customer's response to one-or two-word answers.

In the context of the ADAPT questioning system, _____ trigger a customer's interest in solving discovered problems by helping him or her gain insight into the true ramifications of the problem and to realize that what may initially seem to be of little consequence is, in fact, of significant consequence.

In the ADAPT questioning system, _____ encourage and facilitate a buyer in envisioning what it would be like without the problems that have been previously discovered and activated.

The question "Do you see the merits of the solution I'm proposing?" is an example of a(n) _____.

Which of the following is a difference between a weak listener and a strong listener?

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

In the context of the ADAPT questioning system, _____ are a natural extension of activation questions.

Which of the following is true of strategic questions?

_____ are not suited for discovering and exploring customer needs.

Kim is a salesperson for DEF Advertising. She has trouble in controlling the conversation that takes place in her sales calls. She finds that her customers often talk about relatively unimportant things until her time with those customers is up. Kim could most likely benefit by:

Which of the following can be done by a listener to provide strong signals of interest and understanding to the sender of the message?

"Do you prefer tea or coffee?" is an example of a(n) _____.

Which of the following should be incorporated by salespeople in their sales communication to encourage thoughtful responses from buyers?

Which of the following is a difference between open-end questions and closed-end questions?

_____ deliver richer and more expansive information than closed-end questions.

Which of the following statements is true of pictures?

Sales aids such as samples, brochures, graphs, and comparative charts should not be left with a buyer after sales communication.

Which of the following is true of assessment questions?