Question 1

In the basic communication model,what is the designation used for the sales presentation itself?

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Question 2

Differentiate between hearing and listening.

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Question 3

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

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Question 4

What is empathy?

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Question 5

As Austin presents product information to the CEO of Diamonite,he notices that the CEO is leaning back in his chair and smiling,with his hands and arms in a relaxed position.The prospect is giving _____ signals.
A)neutral
B)disagreement
C)cautionary
D)bored
E)acceptance

Accepted Answer

The CEO's leaning back in his chair, relaxed position, and smiling facial expression all indicate acceptance and interest in the product information being presented by Austin.

Question 6

What is the most common way for two people to touch one another during a business situation?

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Question 7

The buyer is leaning forward,his arms are relaxed and open,his face is smiling,and his legs are crossed and pointed toward the salesperson.What should the salesperson do?

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Question 8

What are the four major nonverbal communication channels?

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Question 9

Why is it important for a salesperson to recognize and adjust his/her presentation when a buyer is showing caution signals?

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Question 10

"Can you really create culturally-sensitive baskets that will not offend any of our customers?" the CEO asked after listening to Austin's sales presentation.The CEO's question is an example of:
A)observation.
B)feedback.
C)noise.
D)decoding.
E)transfer.

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The CEO's question is feedback as he is seeking clarification from Austin about his claim of being able to create culturally-sensitive baskets.

Question 11

What is the KISS rule?

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Question 12

In terms of the basic communications model,categorize the salesperson and the sales presentation.

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Question 13

What is the difference between marginal,evaluative,and active listening?

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Question 14

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

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Question 15

Describe the three levels of listening,starting with the lowest level.What happens as you move from the first to the third level?

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Question 16

Respect for territorial space means that Austin should not enter the CEO's _____ space.
A)intimate
B)personal
C)social
D)private
E)public

Accepted Answer

Intimate space is the personal space that people reserve for close friends and family, and it is generally considered to be within 18 inches of a person's body. It would be inappropriate for Austin to enter the CEO's intimate space, as this would be a violation of the CEO's personal boundaries.

Question 17

Why is it important for salespeople to be aware of the physical space between themselves and their prospects?

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Question 18

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

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Question 19

Which type of territorial space is most commonly used for sales presentations?

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Question 20

What are three characteristics of a senser personality type?

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