Question 1

_________________questions are designed to limit the customer's response to one or two words.

Accepted Answer

The answer of _________________questions are designed to limit the customer's...

Question 2

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

Accepted Answer

A) True 
 B)False

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

An important part of listening is visual rather than auditory.

Accepted Answer

A) True 
 B)False

Question 5

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 6

"Are you interested in making a purchase today?" is an example of an ADAPT question.

Accepted Answer

A) True 
 B)False

Question 7

If the salesperson is successful with projection questions he/she should:

Accepted Answer

A)  Ask for the order. 
B)  Ask transition questions. 
C)  Ask implication questions. 
D)  Begin presenting a solution. 
E)  All of the above are correct. 
A)  Ask for the order. 
B)  Ask transition questions. 
C)  Ask implication questions. 
D)  Begin presenting a solution. 
E)  All of the above are correct.

Question 8

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

Accepted Answer

A)  Your sales presentation 
B)  Your listening skills 
C)  Your voice characteristics 
D)  Your prospecting skills 
E)  Asking new and different questions. 
A)  Your sales presentation 
B)  Your listening skills 
C)  Your voice characteristics 
D)  Your prospecting skills 
E)  Asking new and different questions.

Question 9

Open-ended questions encourage the customer to respond freely.

Accepted Answer

A) True 
 B)False

Question 10

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

Accepted Answer

The answer of ___________questions that use open and closed-end question...

Question 11

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

Accepted Answer

A)  Evaluative 
B)  Reactive 
C)  Probing 
D)  Tactical 
E)  None of the above 
A)  Evaluative 
B)  Reactive 
C)  Probing 
D)  Tactical 
E)  None of the above

Question 12

Salespeople need to possess effective trust-based sales communications skills so that they:

Accepted Answer

A)  Can do a better job of asking for the order. 
B)  Are better able to identify buying needs and accurately convey proposed solutions. 
C)  Are better able to communicate to the selling organization. 
D)  Have an advantage over their customers. 
E)  Both the b and d are correct. 
A)  Can do a better job of asking for the order. 
B)  Are better able to identify buying needs and accurately convey proposed solutions. 
C)  Are better able to communicate to the selling organization. 
D)  Have an advantage over their customers. 
E)  Both the b and d are correct.

Question 13

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

Accepted Answer

The answer of With respect to ADAPT, "who is your...

Question 14

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

Accepted Answer

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

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

Accepted Answer

A)  Seeing 
B)  Implying 
C)  Interpreting 
D)  Evaluating 
E)  Sensing 
A)  Seeing 
B)  Implying 
C)  Interpreting 
D)  Evaluating 
E)  Sensing

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Active listening requires both cognition and concentration.

Accepted Answer

A) True 
 B)False

Question 19

Need-payoff questions can be similar to Transition questions.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A)  Implying 
B)  Interpreting 
C)  Sensing 
D)  Evaluating 
E)  Responding 
A)  Implying 
B)  Interpreting 
C)  Sensing 
D)  Evaluating 
E)  Responding

_________________questions are designed to limit the customer's response to one or two words.

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

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

An important part of listening is visual rather than auditory.

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

"Are you interested in making a purchase today?" is an example of an ADAPT question.

If the salesperson is successful with projection questions he/she should:

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

Open-ended questions encourage the customer to respond freely.

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

Salespeople need to possess effective trust-based sales communications skills so that they:

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

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

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

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

Active listening requires both cognition and concentration.

Need-payoff questions can be similar to Transition questions.

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

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

Filters

Exam 4: Communication Skills

_________________questions are designed to limit the customer's response to one or two words.

An important part of effective buyer-seller communication is the seller's ability to create mental images in the buyer's mind.

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

An important part of listening is visual rather than auditory.

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

"Are you interested in making a purchase today?" is an example of an ADAPT question.

If the salesperson is successful with projection questions he/she should:

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

Open-ended questions encourage the customer to respond freely.

___________questions that use open and closed-end question formats to gain confirmation and uncover attitudes, opinions, and preferences the prospect olds.

If a salesperson were to say "that sounds like an important issue, could you give me an example of what you mean?" he/she would be asking which type of question?

Salespeople need to possess effective trust-based sales communications skills so that they:

With respect to ADAPT, "who is your current supplier?" is an example of a/an _________________question.

"Would you be interested in a system that is easier for your operators to use?" is an example which type of ADAPT question?

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

Drawing meaning from what the buyer is saying (through both verbal and nonverbal communication) is the objective of which active listening component?

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

Active listening requires both cognition and concentration.

Need-payoff questions can be similar to Transition questions.

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

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

Filters