Question 1

The receiver's reaction to the communication is transmitted to the sender through:

Accepted Answer

Feedback is the receiver's reaction to the communication as transmitted to the sender. This reaction may be verbal, nonverbal, or both.

Question 2

A distance of up to two feet around an individual is defined as:

Accepted Answer

Intimate space is a sensitive zone that is an arm's length around a person. Territorial space is the area around a person that no one can enter without permission.

Question 3

Assume that you are a male salesperson.What advice does the text give you about the length of your hair?

Accepted Answer

Hairstyle traditionally has been important in evaluating personal appearance. Today's salespeople must consider the type of customer they call on and adjust their hairstyles accordingly.

Question 4

Which of the following best describes Western and Eastern European handshakes?

Accepted Answer

In Western and Eastern European cultures, it is appropriate to reshake hands whenever people are apart for even a short period of time, such as lunch.

Question 5

_____ is the reception and translation of information by the receiver.

Accepted Answer

Decoding is the receiving and interpreting of information by the receiver. Encoding refers to the salesperson's conversion of ideas into language and materials.

Question 6

The MTI Precision Products salesperson made a sales call to a dentist and described MTI's new drill as having "unbelievable cutting power" and being "perfectly balanced to reduce hand fatigue." The dentist commented that he has never purchased an MTI drill because they seem overpriced and unreliable.In terms of the communication process,the dentist:

Accepted Answer

Feedback refers to the receiver's reaction to the communication as transmitted to the sender. The dentist provided verbal feedback about the opinion he has of MTI drills.

Question 7

Maria sells women's accessories.Her prospective buyer is smiling and eyeing the samples that Maria brought for the sales presentation.The prospect's legs are uncrossed,and her arms are relaxed.Maria should:

Accepted Answer

Acceptance signals like smiling and being relaxed indicate that the buyer is favorably inclined toward Maria and her products. Maria should continue as planned because the presentation is going well.

Question 8

If you enter into a new prospect's _____ space without his/her permission,the prospect may not only find your behavior socially unacceptable,but also possibly offensive.

Accepted Answer

Intimate space of up to 2 feet is the most sensitive zone, and it is reserved for close friends and loved ones. To enter intimate space in the buyer-seller relationship, for some prospects, could be socially unacceptable-possibly offensive.

Question 9

According to the text,which of the following is a true statement regarding business attire?

Accepted Answer

Wardrobe has always been a major determinant of sales success, and today it is emphasized as never before. Conservative, serious clothing projects professionalism and just the right amount of authority, while sporty clothing is believed to accentuate sales aggressiveness

Question 10

A medical supplies salesperson walks into a hospital administrator's office.The administrator invites the salesperson to sit in a chair directly across the desk from her.Into which space zone is the salesperson being placed?

Accepted Answer

Social space is usually a distance of 4 feet or more, which is approximately the distance across a desk. A chair beside a prospect's desk would most likely be in personal space.

Question 11

In most offices,the salesperson sits directly across the desk from the prospect.This defensive barrier allows the prospect to control much of the conversation and remain safe from:

Accepted Answer

In most offices, the salesperson sits directly across the desk from the prospect.
The prospect controls the space arrangement. This defensive barrier allows the prospect to control much of the conversation and remain safe from space invasion.

Question 12

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

Accepted Answer

Noise consists of any factors that distort communication between buyer and seller. Noise includes barriers to communication, such as culture, language, and interruptions.

Question 13

As you discuss your proposition with your potential buyer,you notice that she is leaning away from you and staring mostly at the paperweight she is fidgeting with.You are receiving _____ signals.

Accepted Answer

Fidgeting with something and leaning away from a salesperson are caution signals. The salesperson needs to make adjustments to the sales presentation to gain the buyer's attention.

Question 14

Identify the area that is normally used for a sales presentation.

Accepted Answer

Social space is the area normally used for a sales presentation. The buyer often uses a desk to maintain a distance of 4 feet or more between buyer and seller.

Question 15

The concept of _____ space refers to the area around the self into which a person will not allow another person without consent.

Accepted Answer

The concept of territorial space refers to the area around the self that a person will not allow another person to enter without consent. Early

Question 16

Which of the following is an acceptance signal?

Accepted Answer

Uncrossed legs are a sign of acceptance. Leaning backward, closed arms and hands, and minimal eye contact are signs of caution or disagreement.

Question 17

The closest zone a stranger or business acquaintance is normally allowed to enter is called an individual's _____ space.

Accepted Answer

Personal space is usually as close as a stranger should be to another person. Public space is the usual distance between a teacher and students in a classroom.

Question 18

International protocol for handshaking dictates that it is appropriate to:

Accepted Answer

International protocol dictates that you shake hands with everyone in a room because omissions are considered a rejection. Women should initiate handshakes, and shake hands with other women and men.

Question 19

When the buyer is leaning forward or upright,the buyer is projecting _____ signals.

Accepted Answer

Acceptance signals indicate that your buyer is favorably inclined toward you and your presentation. Leaning forward and smiling are signs of acceptance.

Question 20

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

Accepted Answer

The prospect controls the space arrangement to prevent space invasions. This defensive barrier allows the prospect to control much of the conversation and remain safe from territorial encroachment.

Quiz 5: Communication for Relationship Building: Its Not All Talk