Exam 4: Communication Skills

Tilting your head to one side during a discussion suggest an increased level of evaluation.

A rigid body with crossed arms and legs is a common nonverbal cluster known as defensiveness.

In the SPIN questioning model, the purpose of asking implication questions is to get the customer thinking about the consequences of not solving the identified problem.

If a salesperson said, "That is interesting; can you tell me how it happened?" what type of question would he or she be asking?

The term proxemics refers to the issue of personal distance.

In our culture, crossed arms is often an indication of defensiveness.

When combining the two categories of questions, if a salesperson's strategic objective is to explore and dig for details, and the amount and specificity of information desired is confirmation and agreement, which type of questions will be used?

In the ADAPT questioning system, what type of question is used to help a buyer think about the benefits of solving a problem?

Which type of ADAPT question is, "How long has the current equipment been in place?"

What is generally recognized as the distinct proxemic zone used for most business discussions?

Which statement best describes the concept of trust-based sales communication?

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

In the ADAPT questioning system, what type of question is used to address the buyer's company and operations, goals and objectives, market trends, and current customers and suppliers?

Situation questions in the SPIN model are similar to discovery questions in the ADAPT model.

Which type of ADAPT question is, "What are the growth objectives of the company?"

Which type of SPIN question is, "Have you had any trouble with your printing equipment?"

In terms of strategic application of questioning, which of the following objectives would be achieved by asking, "If I understand your situation correctly, would this software improve your productivity by a factor of three?"

The rate at which a person speaks often affects how others will perceive him or her.

Closed-end questions designed to be evaluative in nature are used primarily to change topics or redirect the buyer's attention at the discussion and interpretation level of information.

Which type of ADAPT question is, "What disadvantages do you see in your current process?"