Question 1

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:
A) ask closed-ended questions.
B) apologize for her intrusion and leave.
C) let the buyer know that she is aware that something is bothering him.
D) assume the buyer has reached the interest stage.
E) continue her presentation with added pressure.

Accepted Answer

The buyer's body language suggests discomfort or resistance. Acknowledging this can help address any concerns and build rapport.

Question 2

During sales presentations, Tyrone, a computer salesperson, asks prospects various questions about previous experiences with other computers and their opinions about the quality and price of the computers he sells. Tyrone uses ________, a good tool of the successful salesperson.
A) targeting
B) empathy
C) selective questioning
D) probing
E) problem solving

Accepted Answer

Probing is the correct answer because it involves asking questions to gain a deeper understanding of the customer's needs, experiences, and opinions, which is exactly what Tyrone is doing during his sales presentations.

Question 3

You should remember about a prospect with a senser personality all of the points, EXCEPT?
A) They will desire a discussion that helps facilitate a decision
B) They are action-oriented and might seem impatient to understand the details.
C) They might be seen as focused or assertive.
D) They are probably pragmatic.
E) It's probably a good idea to dive into the minutia of details.

Accepted Answer

Senser personalities are action-oriented and prefer discussions that are pragmatic and facilitate decisions. They might seem impatient with too many details, so diving into the minutia is not recommended.

Question 4

Which of the following statements about determining personality style is true?
A) Do not rely on environmental signals.
B) Everyone has a primary personality style.
C) People cannot have all four styles at once.
D) It is easiest to deal with people who exhibit all four personality styles.
E) A person's primary style often remains the same in normal and stress situations.

Accepted Answer

The answer of Which of the following statements about determining...

Question 5

The two skills to being a good sales communicator are effectively being able to:
A) request and receive persuasive signals.
B) ask and answer open-ended questions.
C) organize and summarize statistics.
D) prepare and present information.
E) encode and decode messages.

Accepted Answer

The answer of The two skills to being a good...

Question 6

Imagine you sell radio advertising and you have just made a sales call at Leon Travel Agency. You notice that Mr. Leon's desk is messy and that his tie is loose. Mr. Leon seems energetic, assertive, and impatient, so you conclude that he is the ________ personality type.
A) senser
B) instigator
C) intuitor
D) feeler
E) thinker

Accepted Answer

A senser personality tends to decisive, energetic, and impatient as well as unkempt. A feeler personality style is people oriented, spontaneous, and loyal. The thinker style of person places high value on logic, ideas, and systematic inquiry. An intuitor places high value on ideas, innovation, concepts, theory, and long-range thinking.

Question 7

Which of the following would be best when giving a sales presentation to a prospect with a feeler personality?
A) Emphasize time limitations
B) Maintain a personal note
C) Provide ample facts and data
D) Use a formal outline
E) Be brief and to the point

Accepted Answer

Maintaining a personal note is best for someone with a feeler personality because they value personal connections and emotional appeal, which helps in building trust and rapport during the sales presentation.

Question 8

What should you remember when wanting your prospect with a thinker personality to make a decision on your solution?
A) Prospect probably will want input from others before making a decision.
B) Prospect might be impatient with you for not moving quick enough.
C) Prospect might want a path forward and to feel he or she is making progress.
D) Prospect may need some level of social proof or recommendations from others.
E) Prospect will probably be more methodical and deliberative in decision making.

Accepted Answer

Thinker personalities tend to be more analytical and methodical, requiring time to deliberate and evaluate all aspects before making a decision.

Question 9

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:
A) aggressively continue the planned presentation.
B) ask a series of "yes" or "no" questions to increase the stable owner's involvement.
C) temporarily reduce pressure on the stable owner to buy.
D) give up and look for another buyer.
E) maintain the sales pressure knowing that the stable owner will buy the product.

Accepted Answer

Temporarily reducing pressure on the stable owner allows for a more comfortable environment, potentially leading to a more open discussion about the product and its benefits, without making the stable owner feel forced into a decision. This approach respects the stable owner's current hesitation and can build trust, which is more effective for long-term relationships and potential sales than aggressive tactics or giving up too quickly.

Question 10

When preparing a sales presentation to a prospect with a thinker personality, a salesperson should pay attention to all of the points, EXCEPT?
A) Prospect will probably desire being presented with many precise options.
B) Prospect will probably desire to understand the details.
C) Prospect will probably desire an option that meets all of their criteria.
D) Prospect will probably desire an organized, detailed discussion and presentation.
E) Prospect will probably desire a discussion that helps facilitate a decision.

Accepted Answer

Thinkers are analytical and detail-oriented. They prefer to have all the information before making a decision. They are not interested in being persuaded or pressured into making a decision. They want to be able to weigh the pros and cons of each option and make a decision based on logic and reason.

Question 11

When preparing a sales presentation to a prospect with an intuitor personality, a salesperson should pay attention to all of the points, EXCEPT?
A) Prospect will probably desire to have a salesperson who can provide knowledge they can learn from.
B) Prospect will probably desire to evaluate multiple options.
C) Prospect will probably desire to be a little guarded and not provide a great deal of helpful feedback.
D) Prospect will probably desire to understand how you can help them with their goals or vision.
E) Prospect will probably desire being presented with precise options.

Accepted Answer

The answer of When preparing a sales presentation to a...

Question 12

Salespeople have described the event planner as a(n) ________ because her personality type's strength is her spontaneity, persuasive powers, and loyalty.
A) senser
B) perceiver
C) intuitor
D) feeler
E) thinker

Accepted Answer

The answer of Salespeople have described the event planner as...

Question 13

As you deliver your planned sales presentation, you become increasingly aware your buyer is sending you caution signals. Which of the following courses of action would be the best one to try?
A) Continue with the visual aid portion of the planned presentation
B) Ask closed-ended questions to increase the buyer's involvement
C) Depart from the planned presentation
D) Speed up the presentation
E) Request a purchase order

Accepted Answer

Departing from the planned presentation allows the salesperson to address the buyer's concerns directly, improving the chances of a successful outcome.

Question 14

All of the following are techniques for handling disagreement signals EXCEPT:
A) stop your planned presentation.
B) temporarily eliminate any pressure on the person to participate in the conversation.
C) use indirect questions to determine a buyer's attitudes and beliefs.
D) project acceptance signals.
E) let your buyer know you are aware that something upsetting has occurred.

Accepted Answer

Indirect questions are used to determine a buyer's attitudes and beliefs, not to handle disagreement signals.

Question 15

The appliance salesperson asked the prospect, "What do you like best about the competitor's washing machines?" "Do you think you have ever paid too much for a new washer?" "Are you happy with how well your current washer cleans your clothes?" The salesperson, in this case, has used:
A) probing.
B) channel narrowing.
C) objection refutation.
D) discriminators.
E) encoding questions.

Accepted Answer

The salesperson is using probing questions to gather more information about the prospect's needs, preferences, and past experiences with washing machines. This technique helps the salesperson understand the customer better and tailor their sales approach accordingly.

Question 16

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?
A) Senser
B) Engineer
C) Intuitor
D) Feeler
E) Thinker

Accepted Answer

Harry's behavior suggests he values personal connections and emotions, which are characteristics of a "Feeler" personality type in the context of personality assessments.

Question 17

All of the following can help change caution signals into acceptance signals EXCEPT:
A) being positive and enthusiastic.
B) changing the planned presentation.
C) asking open-ended questions.
D) carefully listening to the buyer's message.
E) continuing with the presentation.

Accepted Answer

Continuing with the presentation without addressing the buyer's concerns or objections does not help in changing caution signals into acceptance signals. It ignores the buyer's current state and misses the opportunity to address and alleviate their concerns.

Question 18

As James begins to discuss product prices, he notices his prospect has folded his arms across his chest, clenched his hands, and avoided eye contact. James has received ________ signals.
A) rejection
B) disagreement
C) neutral
D) caution
E) defiance

Accepted Answer

The answer of As James begins to discuss product prices,...

Question 19

A hospital administrator expected the salesperson to use precise wording and concise phraseology in a well-organized presentation that appealed to her need for logic. What personality type is the hospital administrator?
A) Senser
B) Achiever
C) Intuitor
D) Feeler
E) Thinker

Accepted Answer

The hospital administrator's preference for precise wording, concise phraseology, and a well-organized presentation that appeals to logic suggests a "Thinker" personality type. Thinkers prioritize logical reasoning and clear, structured communication.

Question 20

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.
A) senser
B) accommodator
C) intuitor
D) feeler
E) thinker

Accepted Answer

The description matches the characteristics of an "intuitor" personality type, which is known for being future-oriented and imaginative but may not always pay close attention to details or be fully engaged with practical presentations, thus seeming out of touch during the sales presentation.

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

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:

During sales presentations, Tyrone, a computer salesperson, asks prospects various questions about previous experiences with other computers and their opinions about the quality and price of the computers he sells. Tyrone uses ________, a good tool of the successful salesperson.

You should remember about a prospect with a senser personality all of the points, EXCEPT?

Which of the following statements about determining personality style is true?

The two skills to being a good sales communicator are effectively being able to:

Imagine you sell radio advertising and you have just made a sales call at Leon Travel Agency. You notice that Mr. Leon's desk is messy and that his tie is loose. Mr. Leon seems energetic, assertive, and impatient, so you conclude that he is the ________ personality type.

Which of the following would be best when giving a sales presentation to a prospect with a feeler personality?

What should you remember when wanting your prospect with a thinker personality to make a decision on your solution?

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:

When preparing a sales presentation to a prospect with a thinker personality, a salesperson should pay attention to all of the points, EXCEPT?

When preparing a sales presentation to a prospect with an intuitor personality, a salesperson should pay attention to all of the points, EXCEPT?

Salespeople have described the event planner as a(n) ________ because her personality type's strength is her spontaneity, persuasive powers, and loyalty.

As you deliver your planned sales presentation, you become increasingly aware your buyer is sending you caution signals. Which of the following courses of action would be the best one to try?

All of the following are techniques for handling disagreement signals EXCEPT:

The appliance salesperson asked the prospect, "What do you like best about the competitor's washing machines?" "Do you think you have ever paid too much for a new washer?" "Are you happy with how well your current washer cleans your clothes?" The salesperson, in this case, has used:

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?

All of the following can help change caution signals into acceptance signals EXCEPT:

As James begins to discuss product prices, he notices his prospect has folded his arms across his chest, clenched his hands, and avoided eye contact. James has received ________ signals.

A hospital administrator expected the salesperson to use precise wording and concise phraseology in a well-organized presentation that appealed to her need for logic. What personality type is the hospital administrator?

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.