Question 1

A salesperson's verbal messages are often misinterpreted if:​
A)​his or her sales presentation skills are lacking.
B)his or her listening skills are lacking.
C)​his or her speaking rate is jerky during the selling communication.
D)​he or she is in the social zone of the buyer.
E)​he or she is not using any nonverbal clusters in the selling communication.

Accepted Answer

The answer of A salesperson's verbal messages are often misinterpreted...

Question 2

When speaking with someone on a job interview or sales call,which of the following body postures is most appropriate?​
A)​Sitting back in the chair with your feet up
B)Sitting and leaning forward, or sitting on the edge of a chair
C)​Leaning back with both hands placed behind your head
D)​Positioning the chair very close to the interviewer
E)​Sitting with a rigid posture with arms and legs crossed

Accepted Answer

Sitting and leaning forward, or sitting on the edge of a chair shows interest and engagement in the conversation. It also conveys confidence and attentiveness. Sitting back or crossing arms and legs can indicate disinterest or defensiveness. Placing the chair too close to the interviewer can invade their personal space. Leaning back with hands behind the head can indicate arrogance or overconfidence.

Question 3

_________ is a form of listening that is associated with events or topics in which it is important to sort through,interpret,understand,and respond to received messages.

Accepted Answer

The answer of _________ is a form of listening that...

Question 4

Jillian,a salesperson,is in the middle of a sales dialogue with a prospect.She notices that the prospect backs away each time she steps within four feet of him or her to talk.Which of the following is most likely causing this?​
A)​Jillian seems incompetent to the prospect.
B)Jillian seems threatening to the prospect.
C)​Jillian seems nervous to the prospect.
D)​Jillian seems defensive to the prospect.
E)​Jillian seems disinterested to the prospect.

Accepted Answer

The prospect backing away each time Jillian steps within four feet of him or her to talk indicates that Jillian seems threatening to the prospect. It could be that she is using aggressive body language or coming across as too pushy, causing the prospect to feel uncomfortable and defensive.

Question 5

_________ refers to the personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication.

Accepted Answer

The answer of _________ refers to the personal distance that...

Question 6

A person holding good eye contact with the speaker during a presentation is:​
A)​considering the message.
B)feeling defensive and apprehensive.
C)​displaying openness and sincerity.
D)​dishonest and secretive.
E)​impatient and disinterested.

Accepted Answer

Holding good eye contact with the speaker during a presentation displays openness and sincerity. It shows that the person is engaged in the message and is actively listening to the speaker.

Question 7

According to the SPIN questioning system,the purpose of _________ is to assist a buyer in thinking about the potential consequences of a problem and understand the urgency of resolving the problem in a way that motivates him or her to seek a solution.

Accepted Answer

The answer of According to the SPIN questioning system,the purpose...

Question 8

_________ are one of the five stages of questions in the ADAPT questioning system that do not seek conclusions but rather should address the buyer's company and operations,goals and objectives,market trends and customers,current suppliers,and even the buyer as an individual.

Accepted Answer

The answer of _________ are one of the five stages...

Question 9

Talking with the customer rather than at the customer is the basis of _________.

Accepted Answer

The answer of Talking with the customer rather than at...

Question 10

The _________ depicts active listening as a hierarchical,four-step sequence of sensing,interpreting,evaluating,and responding.

Accepted Answer

The answer of The _________ depicts active listening as a...

Question 11

_________ refers to the conscious and unconscious reactions,movements,and utterances that people use in addition to the words and symbols associated with language.

Accepted Answer

The answer of _________ refers to the conscious and unconscious...

Question 12

According to the ADAPT system of questioning,_________ follow up on the responses gained from preceding assessment questions and should drill down and probe for further details needed to fully develop,clarify,and understand the nature of the buyer's problems.

Accepted Answer

The answer of According to the ADAPT system of questioning,_________...

Question 13

Claire is a sales manager.She is conducting an interview for a trainee sales position.During the interview,Claire is leaning back in her chair and has both hands placed behind her head.Which of the following nonverbal messages is she conveying?​
A)​Confidence
B)Interes
C)​Smugness
D)​Disinterest
E)​Boredom

Accepted Answer

By leaning back in her chair and placing both hands behind her head, Claire is showing a posture associated with overconfidence and smugness. This may give the impression that she is not taking the interview seriously or is not interested in the applicant's responses. It is important to maintain a neutral or engaged posture during an interview to avoid sending the wrong message.

Question 14

Questions that refer to or directly result from information the other party previously provided are called _________.

Accepted Answer

The answer of Questions that refer to or directly result...

Question 15

_________ such as samples,brochures,and charts reinforce the verbal message and enhance the receiver's understanding and recall.

Accepted Answer

The answer of _________ such as samples,brochures,and charts reinforce the...

Question 16

_________ refer to groups of related nonverbal expressions,gestures,and movements that can be interpreted to better understand the true message being communicated.

Accepted Answer

The answer of _________ refer to groups of related nonverbal...

Quiz 4: Communication Skills

A salesperson's verbal messages are often misinterpreted if:​

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

_________ is a form of listening that is associated with events or topics in which it is important to sort through,interpret,understand,and respond to received messages.

Jillian,a salesperson,is in the middle of a sales dialogue with a prospect.She notices that the prospect backs away each time she steps within four feet of him or her to talk.Which of the following is most likely causing this?​

_________ refers to the personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication.

A person holding good eye contact with the speaker during a presentation is:​

According to the SPIN questioning system,the purpose of _________ is to assist a buyer in thinking about the potential consequences of a problem and understand the urgency of resolving the problem in a way that motivates him or her to seek a solution.

_________ are one of the five stages of questions in the ADAPT questioning system that do not seek conclusions but rather should address the buyer's company and operations,goals and objectives,market trends and customers,current suppliers,and even the buyer as an individual.

Talking with the customer rather than at the customer is the basis of _________.

The _________ depicts active listening as a hierarchical,four-step sequence of sensing,interpreting,evaluating,and responding.

_________ refers to the conscious and unconscious reactions,movements,and utterances that people use in addition to the words and symbols associated with language.

According to the ADAPT system of questioning,_________ follow up on the responses gained from preceding assessment questions and should drill down and probe for further details needed to fully develop,clarify,and understand the nature of the buyer's problems.

Claire is a sales manager.She is conducting an interview for a trainee sales position.During the interview,Claire is leaning back in her chair and has both hands placed behind her head.Which of the following nonverbal messages is she conveying?​

Questions that refer to or directly result from information the other party previously provided are called _________.

_________ such as samples,brochures,and charts reinforce the verbal message and enhance the receiver's understanding and recall.

_________ refer to groups of related nonverbal expressions,gestures,and movements that can be interpreted to better understand the true message being communicated.

A salesperson's verbal messages are often misinterpreted if:

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

Jillian,a salesperson,is in the middle of a sales dialogue with a prospect.She notices that the prospect backs away each time she steps within four feet of him or her to talk.Which of the following is most likely causing this?

A person holding good eye contact with the speaker during a presentation is:

Claire is a sales manager.She is conducting an interview for a trainee sales position.During the interview,Claire is leaning back in her chair and has both hands placed behind her head.Which of the following nonverbal messages is she conveying?