Exam 4: Communication Skills

With respect to common nonverbal clusters, which of the following meanings do moving closer, leaning forward, smiling, and maintaining good eye contact suggest?

Sitting backwards in a chair is considered an expression of power and superiority.

What is an informal mode of listening that can be associated with day-to-day conversation and entertainment?

Which type of SPIN question is, "How would a faster piece of equipment improve productivity and profits?"

In order to collect important information concerning the needs of the buyer, the salesperson should use tactical questions.

What type of question refers to or directly results from information the buyer previously provided?

"Have your employees ever had any trouble managing their time?" is an example of a problem question.

A salesperson with well-developed questioning skills is able to control the flow and direction of the sales call through the questions he or she asks.

In terms of strategic application of questioning, which of the following objectives would be achieved by asking, "Our engineers believe that this new product will dramatically improve quality in applications similar to yours; do you have an interest in this area?"

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

In the ADAPT questioning system, what type of question is used to refocus the buyer's attention from needs discovery to demonstrating the proposed solution's features, advantages, and benefits?

In terms of salesperson behaviour, there is no difference between serious listening and social listening.

"What improvements could be made to make your facility more productive?" is an example of what type of question?

When combining the two categories of questions, if a salesperson's strategic objective is to change topics or redirect the buyer's attention, and the amount and specificity of information desired involves choosing from alternatives, which type of questions will be used?

The SPIN model is a progressive questioning system, while ADAPT is a regressive questioning system.

Which type of questions in the SPIN questioning system are most similar to discovery questions in the ADAPT questioning system?

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

Which type of SPIN question is, "How is your productivity affected when your photocopier is not functioning properly?"

The ADAPT questioning system uses a logic-based funnelling sequence of questions to assess the buyer's situation, discover needs, and activate motivation to take action by projecting the benefits of solving the problem.

The personal distance that individuals prefer to keep between themselves and other individuals is an important part of nonverbal communication. What is the term for this distance?