Question 1

In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?

Accepted Answer

A)  Less than 10% 
B)  About 50% 
C)  Close to 75% 
D)  Almost 90% 
E)  Almost none 
A)  Less than 10% 
B)  About 50% 
C)  Close to 75% 
D)  Almost 90% 
E)  Almost none

Question 2

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 3

An important part of listening is visual rather than auditory.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is not a type of question found in the ADAPT questioning system?

Accepted Answer

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

Question 5

With respect to SPIN, "what sort of system are you currently using?" is an example of a/an ________________question.

Accepted Answer

The answer of With respect to SPIN, "what sort of...

Question 6

SPIN stands for Situation, Problem and ______________.

Accepted Answer

The answer of SPIN stands for Situation, Problem and ______________....

Question 7

Which of the following is not an objective of strategic questioning?

Accepted Answer

A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  Explain Benefits 
A)  Provoke thinking 
B)  Gather information 
C)  Generate buyer involvement 
D)  Gain confirmation 
E)  Explain Benefits

Question 8

Receiving both verbal and nonverbal communication is the objective of which active listening component?

Accepted Answer

A)  Seeing 
B)  Sensing 
C)  Evaluating 
D)  Earning 
E)  Responding 
A)  Seeing 
B)  Sensing 
C)  Evaluating 
D)  Earning 
E)  Responding

Question 9

Each individual type of nonverbal communication carries meaning. However, collectively the pieces of nonverbal communication being expressed at the same time combine to form unique meaning (that is, different from that of the individual pieces). This collection of nonverbal communication is referred to as ____.

Accepted Answer

A)  Nonverbal clusters 
B)  Nonverbal communication 
C)  Nonverbal communication qualifiers (NCQ) 
D)  Collective nonverbal communication (CN
C)  
E)  None of the above 
A)  Nonverbal clusters 
B)  Nonverbal communication 
C)  Nonverbal communication qualifiers (NCQ) 
D)  Collective nonverbal communication (CN
C)  
E)  None of the above

Question 10

The term Proxemics refers to the issue of personal distance.

Accepted Answer

A) True 
 B)False

Question 11

After sensing and interpreting a message, the salesperson should respond.

Accepted Answer

A) True 
 B)False

Question 12

Projection questions ask the buyer to describe what life would be like without a problem.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

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

Question 14

________________ 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.

Accepted Answer

The answer of ________________ is a form of listening that...

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

Closed-ended questions encourage the customer to respond freely.

Accepted Answer

A) True 
 B)False

Question 17

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 18

One of the six facets of effective listening is to _________________nonverbals.

Accepted Answer

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

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

In order to be an effective listener a salesperson must do which of the following?

Accepted Answer

A)  Pay attention 
B)  Paraphrase and repeat 
C)  Make no assumptions about what the buyer is saying 
D)  Monitor the buyer's nonverbal language 
E)  All the above are correct 
A)  Pay attention 
B)  Paraphrase and repeat 
C)  Make no assumptions about what the buyer is saying 
D)  Monitor the buyer's nonverbal language 
E)  All the above are correct

In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?

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

An important part of listening is visual rather than auditory.

Which of the following is not a type of question found in the ADAPT questioning system?

With respect to SPIN, "what sort of system are you currently using?" is an example of a/an ________________question.

SPIN stands for Situation, Problem and ______________.

Which of the following is not an objective of strategic questioning?

Receiving both verbal and nonverbal communication is the objective of which active listening component?

The term Proxemics refers to the issue of personal distance.

After sensing and interpreting a message, the salesperson should respond.

Projection questions ask the buyer to describe what life would be like without a problem.

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

________________ 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.

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

Closed-ended questions encourage the customer to respond freely.

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

One of the six facets of effective listening is to _________________nonverbals.

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

In order to be an effective listener a salesperson must do which of the following?

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

In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication?

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

An important part of listening is visual rather than auditory.

Which of the following is not a type of question found in the ADAPT questioning system?

With respect to SPIN, "what sort of system are you currently using?" is an example of a/an ________________question.

SPIN stands for Situation, Problem and ______________.

Which of the following is not an objective of strategic questioning?

Receiving both verbal and nonverbal communication is the objective of which active listening component?

The term Proxemics refers to the issue of personal distance.

After sensing and interpreting a message, the salesperson should respond.

Projection questions ask the buyer to describe what life would be like without a problem.

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

________________ 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.

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

Closed-ended questions encourage the customer to respond freely.

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

One of the six facets of effective listening is to _________________nonverbals.

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

In order to be an effective listener a salesperson must do which of the following?

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