Exam 4: Communication Skills

Which of the following best describes the purpose of the SPIN questioning system?

Studies and cognitive psychology have found that ___________tend to be more memorable than their verbal counterparts.

With respect to SPIN, "have you had any challenges with your current system?" is an example of a/an _____________question.

When talking with the buyer, a salesperson should never break eye contact.

When speaking with someone on a job interview or sales call, which of the following body postures is most appropriate?

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

One of the objectives of strategic questioning is to generate ________________________.

_______________refers to the cognitive process of actively sensing, interpreting, evaluating, and responding to the verbal and nonverbal messages of present or potential customers.

With respect to SIER, addressing the question of "what meaning does the sender intend?"

"Do you typically purchase or lease?" is an example of which type of SPIN question?

Which of the following are likely to result when a salesperson uses poor grammar in either oral or written communications?

With respect to SPIN, "would you like to learn more about how we can solve that problem?" is an example of a/an ______________question.

Reactive questions are always open-ended.

Salespeople exhibiting poor grammar will have a tough time earning credibility with the buyer.

In trust-based selling it is more important that the salesperson talks with rather than at the buyer.