Exam 4: Communication Skills

According to the ADAPT system of questioning, _____ should drill down and probe for further details needed to fully develop, clarify, and understand the nature of a buyer's problems.

In the context of nonverbal communication, a common nonverbal element of messages that conveys uncertainty, disagreement, and even outright skepticism is _____.

Which of the following is true of a strong listener?

According to the SPIN questioning system, _____ are used early in a sales call and provide salespeople with leads to develop a buyer's needs and expectations fully.

Salespeople combine different types of questions to accomplish multiple and closely related sales objectives.

In the context of sales communication, effective communication skills are needed:

Sasha is nominated by her professor to attend a seminar on civil engineering and its merits. During the seminar, Sasha listens only for facts, takes intensive and detailed notes, and gets distracted very easily. This shows that Sasha is a strong listener.

In the context of the ADAPT questioning system, discovery questions are succeeded by:

In the context of the five stages of questions in the ADAPT questioning system, _____ do not seek conclusions but rather should address a buyer's company and operations, goals and objectives, market trends and customers, current suppliers, and even the buyer as an individual.

In the context of the SPIN questioning system, _____ solicit data and facts in the form of general background information and descriptions of a buyer's existing circumstances.

In response to statements from buyers, salespeople ask related questions and paraphrase what the buyer has said to demonstrate their interest in what the buyer is saying.

The purpose of trust-based sales communication is:

According to the SPIN questioning system, the purpose of _____ is to assist a buyer in understanding the urgency of resolving a problem in a way that motivates him or her to seek a solution.

ADAPT is an acronym for the five stages of strategic questioning. These stages are:

Typically, salespeople begin working with a prospect at the far end of the intimate zone.

_____ is a form of listening that is associated with events or topics in which it is important to sort through, interpret, understand, and respond to received messages.

Jillian, a salesperson, is in the middle of a sales dialogue with Jeremy, a prospect. She notices that Jeremy backs away each time she comes within four feet of him to talk. Which of the following is most likely a reason for this?

Which of the following is true of discovery questions?

The rate at which a salesperson speaks has no effect on how a customer perceives him or her.

According to the SIER model, the first activities in active listening are sensing and receiving the verbal and nonverbal components of the message being sent.