Question 1

At the _____ level of listening,the listener actively tries to hear what the prospect says but does not make an effort to understand the intent.

Accepted Answer

Evaluative listening involves some concentration and attention to the speaker's words but the speaker fails to try to understand the intent of the message. Marginal listening, the first and lowest level, involves the least concentration.

Question 2

What are the five communication mediums that a buyer uses to send nonverbal signals? Why should salespeople recognize such signals?

Accepted Answer

The answer of What are the five communication mediums that...

Question 3

What are the characteristics of thinkers and feelers? How should a salesperson adapt a presentation for each type of person?

Accepted Answer

The answer of What are the characteristics of thinkers and...

Question 4

Give three examples of probing questions that could be asked by someone selling new cars.

Accepted Answer

The answer of Give three examples of probing questions that...

Question 5

John Hagen,a veteran appliance salesperson,is in an interview with a potential prospect.As the prospect talks about how more people are renting appliances rather than buying them,Hagen replies,"Really? That's interesting.So how many refrigerators do you want to order?" Hagen is most likely engaged in _____ listening.

Accepted Answer

Marginal listening, the first and lowest level, involves the least concentration. John hears the message from the prospect about appliance rentals, but the message doesn't sink in and he moves forward with asking about the order. The prospect will most likely notice John's lack of attention.

Question 6

What are caution signals? What are some examples of caution signals? Why is it important for a salesperson to recognize and adjust a presentation when a buyer is showing caution signals?

Accepted Answer

The answer of What are caution signals? What are some...

Question 7

What is an acceptance signal? Provide a few examples of actions that could be acceptance signals.

Accepted Answer

The answer of What is an acceptance signal? Provide a...

Question 8

Enthusiasm in sales is the ability to:

Accepted Answer

Being an enthusiastic person who radiates a positive attitude creates interest in other people. Customers want to feel that a salesperson is happy to see them.

Question 9

Pharmaceutical companies often quote research studies performed by outstanding physicians at prestigious medical schools to validate claims of product benefits.This is an example of the use of:

Accepted Answer

A proof statement is a document that supports a salesperson's claims. Research studies and expert opinions serve as proof statements.

Question 10

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

Accepted Answer

Improving listening skills can be accomplished by asking the speaker questions, observing nonverbal signs, giving positive nonverbal signals, and acknowledging the feelings of the speaker. Focusing on emotional words hinders the listening process.

Question 11

Define communication in a sales context and list the major elements in a basic communication model.

Accepted Answer

The answer of Define communication in a sales context and...

Question 12

Under _____ listening,listeners are easily distracted by their thoughts; the message is heard,but it does not sink in.

Accepted Answer

Marginal listening, the first and lowest level, involves the least concentration, and typically listeners are easily distracted by their thoughts. Evaluative listening involves more concentration and attention to the speaker's words.

Question 13

As she listens to her customer,Denise refrains from evaluating the message and considers the customer's point of view.Denise is engaged in _____ listening.

Accepted Answer

The active listener refrains from evaluating the message and tries to see the other person's point of view. Attention is not only on the words spoken but also on the thoughts, feelings, and meaning conveyed.

Question 14

What is the difference between hearing and listening? Why is it important for salespeople to do both? How can salespeople encourage buyers to listen?

Accepted Answer

The answer of What is the difference between hearing and...

Question 15

Briefly explain the three levels of listening.

Accepted Answer

The answer of Briefly explain the three levels of listening....

Question 16

Joel recently attended a seminar on improving listening skills.Because of what he learned at the seminar,he is actively trying to hear what the prospect is saying.However,he is not making an effort to understand the prospect's intent.At what level is Joel listening?

Accepted Answer

Evaluative listening involves some concentration and attention to the speaker's words but the speaker fails to try to understand the intent of the message. Marginal listening, the first and lowest level, involves the least concentration.

Question 17

Discuss the dos and don'ts of handshakes in a business situation.

Accepted Answer

The answer of Discuss the dos and don'ts of handshakes...

Question 18

Explain the concept of territorial space.Why should salespeople be aware of the physical space between themselves and their prospects?

Accepted Answer

The answer of Explain the concept of territorial space.Why should...

Question 19

When we are engaged in _____ listening,it is easy to become distracted by emotion-laden words.Instead of listening to the prospect,we may become obsessed with the offensive words and wonder what to do about them.

Accepted Answer

Evaluative listening involves some concentration and attention to the speaker's words but the speaker fails to try to understand the intent of the message. Marginal listening, the first and lowest level, involves the least concentration.

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

At the _____ level of listening,the listener actively tries to hear what the prospect says but does not make an effort to understand the intent.

What are the five communication mediums that a buyer uses to send nonverbal signals? Why should salespeople recognize such signals?

What are the characteristics of thinkers and feelers? How should a salesperson adapt a presentation for each type of person?

Give three examples of probing questions that could be asked by someone selling new cars.

What are caution signals? What are some examples of caution signals? Why is it important for a salesperson to recognize and adjust a presentation when a buyer is showing caution signals?

What is an acceptance signal? Provide a few examples of actions that could be acceptance signals.

Enthusiasm in sales is the ability to:

Pharmaceutical companies often quote research studies performed by outstanding physicians at prestigious medical schools to validate claims of product benefits.This is an example of the use of:

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

Define communication in a sales context and list the major elements in a basic communication model.

Under _____ listening,listeners are easily distracted by their thoughts; the message is heard,but it does not sink in.

As she listens to her customer,Denise refrains from evaluating the message and considers the customer's point of view.Denise is engaged in _____ listening.

What is the difference between hearing and listening? Why is it important for salespeople to do both? How can salespeople encourage buyers to listen?

Briefly explain the three levels of listening.

Joel recently attended a seminar on improving listening skills.Because of what he learned at the seminar,he is actively trying to hear what the prospect is saying.However,he is not making an effort to understand the prospect's intent.At what level is Joel listening?

Discuss the dos and don'ts of handshakes in a business situation.

Explain the concept of territorial space.Why should salespeople be aware of the physical space between themselves and their prospects?

When we are engaged in _____ listening,it is easy to become distracted by emotion-laden words.Instead of listening to the prospect,we may become obsessed with the offensive words and wonder what to do about them.