Exam 4: Communication Skills

With respect to SIER, sensing refers to receiving the verbal and nonverbal components of a message.

"What are the growth objectives of the company?" is an example which type of ADAPT question?

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

"Do you see the merits of the solution I'm proposing?" is an example of which type of questions?

With respect to SPIN, "how have those problems affected your business?" is an example of a/an _______________question.

The pitch of a salesperson's voice often affects his/her credibility with buyers.

Kim is a salesperson for ABC Advertising and is having trouble maintaining control of her sales calls. She finds that her customers often go off on tangents and will talk about relatively unimportant things until her time with those customers is up. Kim could probably benefit from ____.

Which the following is a characteristic of nonverbal language?

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

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

A salesperson wishing to shift or redirect the topic of discussion should use which of the following types of questions?

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

The ADAPT questioning system is similar to the SPIN questioning system in that:

"SPIN is a progressive questioning system while ADAPT is a regressive questioning system.

Questions that refer to or directly result from information the other party previously provided are called ________________ questions.

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

The question "So, do you understand how this software will make your employees more productive?" is attempting to accomplish which of the following objectives?

__________refers to the personal distance that individuals prefer to keep between themselves and other individuals; it is an important element of nonverbal communication.

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

Although obtaining information is important, some questions the salesperson may ask are designed only to show interest.