Exam 4: Communication for Relationship Building: Its Not All Talk

Respect for territorial space means that Austin should not enter the CEO's _____ space.

Even if a salesperson fails to notice the feedback signals being sent by a prospect,feedback has still occurred.

The receiver is the person for whom communication is intended.

The text describes three levels of listening._____ listening is considered the most effective listening level.

When engaged in marginal listening,Andrew,the salesperson,refrains from evaluating the message and tries to see the prospects' point of view.

Disagreement signals should alert the salesperson that the prospect is either neutral to or skeptical of what is being said in the sales presentation.

In terms of the basic communications model,categorize the salesperson and the sales presentation.

All of the following can help change caution signals into acceptance signals EXCEPT:

Persuasion is the ability to change a person's belief,position,or course of action.

Jack Stewart sells ski equipment to retailers.On a recent sales call,a large fly kept buzzing around the room and prevented his prospect from listening to the sales presentation.In terms of the communication process,the fly was an example of:

_____ refers to the gathering information and uncovering customer needs by using one or more questions.

Anger or hostility may develop if you continue your presentation even after receiving this type of nonverbal signal.

In a normal two-person conversation,at least 60 percent of the social meaning is expressed verbally.

The conversion by the salesperson of ideas and concepts into language and material is the decoding process.

A hospital administrator expected the salesperson to use precise wording and concise phraseology in a well-organized presentation that appealed to her need for logic.What personality type is the hospital administrator?

A distance of up to two feet,or about arm's length,around an individual is defined as:

A chair beside a prospect's desk will typically be in which space zone?

Controlling space arrangement and using it as a defensive barrier allows the prospect to control much of the conversation and to remain safe from:

The ideal self is how people see themselves,and the looking-glass self refers to how people think others regard them.

Differentiate between hearing and listening.