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

The Top-Flite salesperson calls on a sports equipment retailer and describes his company's new golf balls as having "titanium in the cover to create explosive distance" and "tungsten in the core for amazing control on the greens".In the communication process,the description of the golf balls is the:

Kelly sells women's accessories.Her prospective buyer is smiling and is eyeing the samples Kelly brought with her to the sales presentation.The buyer's legs are uncrossed,and her arms are relaxed.What should Kelly do?

The KISS rule advises salespeople to:

What is the difference between marginal,evaluative,and active listening?

Social space is established in a selling situation when two people shake hands.

In the communication process,the information conveyed by the salesperson to the prospect during the sales presentation is called:

Harry enjoys spending time with customers,often makes spontaneous sales calls,and has a tendency to postpone writing reports.His desk is full of pictures of his many children and grandchildren.What personality type is Harry?

Which of the following is the LEAST likely communication method for building long-term relationships based on the Golden Rule of Selling?

The purchasing agent the salesperson is calling on seems to be a very knowledgeable,future-oriented person who is a poor listener and who at times seems completely out of touch with the sales presentation being given.The salesperson concludes that the prospect is the _____ personality type.

_____ signals should alert the salesperson that buyers are either neutral or skeptical toward the sales message.

A salesperson's persuasive abilities are improved with an enthusiastic attitude and effective proof statements.

Mildred sells industrial-sized refrigeration units.Her prospective buyer's face looks tense,and his forehead is wrinkled.The buyer is avoiding looking at Mildred's eyes and he has his arms crossed over his chest.Mildred should:

If you enter into a new prospect's _____ space without the prospect's permission,the prospect may find your behavior socially unacceptable or offensive.

The equestrian supplies salesperson received disagreement signals from the stable owner to whom she is trying to sell a new ointment for treating localized infections.She should:

Why is it important for a salesperson to be aware of caution signals?

When a salesperson receives disagreement signals,he should immediately stop his planned presentation and quickly adjust to the unplanned situation.

Which type of territorial space is most commonly used for sales presentations?

Which nonverbal signal tells you to immediately stop the planned presentation and quickly adjust to the situation?

Active listening involves trying to see the other person's viewpoint.

Which of the following would LEAST likely improve a salesperson's listening skills?