Question 1

When facing disagreement signals,a salesperson should stop the presentation and adapt his/her approach.

Accepted Answer

When a salesperson encounters disagreement signals, it's important to pause and pivot their approach to address the customer's concerns or objections. Continuing with the presentation without addressing these signals can lead to decreased interest and ultimately a lost sale.

Question 2

According to the text,salespeople should rely only on facial expressions as indicators of acceptance.

Accepted Answer

Salespeople should not rely solely on facial expressions as indicators of acceptance, as these can often be misleading or deceptive. It is important for salespeople to also pay attention to verbal cues and other nonverbal behaviors in order to accurately gauge a prospect's level of interest and engagement.

Question 3

A salesperson must often seek feedback because prospect do not always give it voluntarily.

Accepted Answer

Prospects may not always share their thoughts or concerns with the salesperson, so seeking feedback is important to understanding their needs and addressing any issues.

Question 4

Successful salespeople are true to their own self-image and do NOT try to match their communication style with that of their prospect.

Accepted Answer

Successful salespeople understand the importance of adapting their communication style to match the style of their prospect in order to build rapport and increase the likelihood of a successful sale. They are flexible and able to adjust their approach as needed to connect with their prospect.

Question 5

Acceptance signals indicate the buyer is favourably inclined toward your presentation but is hesitant toward you as a presenter - he/she likes the product but is not comfortable with you as a salesperson.

Accepted Answer

The answer of Acceptance signals indicate the buyer is favourably...

Question 6

A "correct" handshake is a function of culture.As an example,a firm handshake in North America has a different meaning than it does in Asia.

Accepted Answer

Different cultures have different expectations and meanings associated with certain social gestures, such as handshakes. In North America, a firm handshake is often seen as a sign of confidence and professionalism, while in some parts of Asia, a gentler handshake may be more appropriate. Therefore, what constitutes a "correct" or appropriate handshake varies across cultures.

Question 7

A salesperson makes a presentation to a potential client.During the presentation,the potential client angles her body away from you.This may be indicative of some kind of "blocked communication" issue.

Accepted Answer

Angling one's body away during a presentation is often a sign of discomfort or disinterest, which can be indicative of a communication blockage.

Question 8

Having a product sample and allowing a client to handle it and use it would be an effective way of conducting a sales presentation to a client you have identified as a kinesthetic learner.

Accepted Answer

Kinesthetic learners learn best through hands-on experience and physical activity. Allowing them to handle and use a product sample would engage their sense of touch and movement, making it an effective way to conduct a sales presentation for them.

Question 9

One of your sales colleagues is taking a client out for a business lunch and asks you for advice on how she can "control" the lunch meeting.You,as an experienced salesperson provide her lots of advice including: "take control and order lunch for your client - this will demonstrate your ability to take charge."

Accepted Answer

It is not appropriate to order lunch for the client without their consent as it could be seen as rude or presumptuous. Instead, the sales colleague should make suggestions for lunch options and let the client make their own choice. The goal should be to facilitate a comfortable and respectful conversation that allows for building and strengthening the business relationship.

Question 10

Many salespeople lose business opportunities because they fail to recognize communication barriers between the salesperson and the potential client.

Accepted Answer

Communication barriers, such as language differences, cultural differences, or differing communication styles, can prevent effective communication and understanding between the salesperson and the potential client, leading to lost business opportunities.

Question 11

Persuasion is the ability to change a person's belief or position toward a product or service.

Accepted Answer

Persuasion involves using various communication strategies to influence a person's attitude, beliefs, or behavior towards a product, service or idea. It requires the use of effective communication skills, tactics and techniques to make the person see the value, benefits, or advantages of what is being offered.

Question 12

Even if a salesperson fails to notice the feedback signals being sent by a prospect,feedback has still occurred.

Accepted Answer

Feedback does not refer to any specific type of listening behavior by the buyer but rather to a recognizable response. If the salesperson fails to notice or respond to signals, such as a frown or a shake of the head, no feedback can occur, which means faulty or incomplete communication.

Question 13

The salesperson should NOT allow herself to be distracted by the buyer's body angle because it is meaningless.

Accepted Answer

The buyer's body angle can provide valuable insight into their level of interest and engagement in the conversation. Ignoring body language cues can hinder the salesperson's ability to effectively communicate and persuade the buyer.

Question 14

According to the text,men should dress in conservative business suits preferably in green or brown tones.

Accepted Answer

The text does not specifically state that men should dress in conservative business suits in green or brown tones.

Question 15

A salesperson's communication style should mirror the client's.

Accepted Answer

It is important for a salesperson to adapt their communication style to match the client's, as this can help build rapport, create a sense of understanding and trust, and ultimately lead to a successful sale.

Question 16

When a salesperson demonstrates empathy,he is in fact seeing the issue from the client's perspective.

Accepted Answer

Empathy involves understanding and acknowledging the client's feelings and perspective, which allows the salesperson to better meet their needs and build trust.

Question 17

A prospect can communicate with you without uttering a word.

Accepted Answer

A prospect can communicate non-verbally through their body language, facial expressions, and other non-verbal cues.

Question 18

One way the salesperson can change caution signals into agreement signals is to speed up her planned presentation.

Accepted Answer

Speeding up the planned presentation is not a recommended approach to address caution signals. It is important for the salesperson to actively listen to the concerns of the prospect and address them appropriately. They can also ask open-ended questions to understand the concerns better and provide relevant information to build trust and confidence in the prospect.

Question 19

Social space is established in a selling situation when two people shake hands.

Accepted Answer

Social space refers to the physical distance maintained between individuals in social interactions, which is influenced by cultural norms and personal preferences, rather than being established through a specific action like shaking hands.

Question 20

The KISS acronym stands for "Keep It Systematic,Salesperson."

Accepted Answer

The KISS acronym actually stands for "Keep It Simple Stupid" or "Keep It Short and Simple". It is a principle used in communication and design to advocate for simplicity and clarity.

Quiz 4: Communication for Successful Selling: How to Build Relationships