Question 1

What is the speaking-listening differential?

Accepted Answer

The answer of What is the speaking-listening differential?...

Question 2

How should a salesperson respond when the customer says, "The items I purchased from your company are not being delivered according to the schedule we had agreed to."?

Accepted Answer

The answer of How should a salesperson respond when the...

Question 3

How do salespeople engage in active listening?

Accepted Answer

The answer of How do salespeople engage in active listening?...

Question 4

As the trainee watched the experienced salesperson make a call on a prospective client, the trainee noticed several instances of silence during the presentation. Why didn't the salesperson continue talking during the entire presentation?

Accepted Answer

The answer of As the trainee watched the experienced salesperson...

Question 5

What voice characteristic refers to the production of recognizable sounds?

Accepted Answer

The answer of What voice characteristic refers to the production...

Question 6

What is the 80-20 listening rule?

Accepted Answer

The answer of What is the 80-20 listening rule?...

Question 7

What voice characteristics can be used to reduce monotony in a sales presentation?

Accepted Answer

The answer of What voice characteristics can be used to...

Question 8

What do salespeople who use email need to be aware of when writing and sending sales communications?

Accepted Answer

The answer of What do salespeople who use email need...

Question 9

The three forms of nonverbal expression salespeople can use to convey messages to their customers.

Accepted Answer

The answer of The three forms of nonverbal expression salespeople...

Question 10

In which of the four distance zones, do most business transactions occur?

Accepted Answer

The answer of In which of the four distance zones,...

Quiz 4: Using Communication Principles to Build Relationships