Exam 4: Communication Skills

With respect to listening, the weak listener listens for facts, the strong listener listens for ____________.

SPIN stands for Situation, Problem and ______________.

Which of the following is not one of the ten keys to effective listening?

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

ADAPT stands for Assessment Discovery Activation ________________ and Transition.

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

One of the six facets of effective listening is to __________________the buyer to talk.

________________ 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.

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

The acronym SPIN stands for?

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

One of the objectives of strategic questioning is to ____________ thinking.

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

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

After asking problem questions, the salesperson should begin asking need-payoff questions.

The cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers is called?

Salespeople begin working with a prospect at the far end of the public zone and move closer as the relationship develops.

Which of the following is the best example of an open-end question?

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

With respect to ADAPT, "so having a supplier who is never late with deliveries is important to you?" is an example of a/an __________ question.