Communication For Relationship Building: Its Not All Talk

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Questions Bank

The Life,Times,and Career of the Professional Salesperson
Relationship Marketing: Where Personal Selling Fits
Ethics First Then Customer Relationships
The Psychology of Selling: Why People Buy
Communication for Relationship Building: Its Not All Talk
Sales Knowledge: Customers,Products,technologies
Prospecting the Lifeblood of Selling
Planning the Sales Call Is a Must
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time,Territory,and Self-Management: Keys to Success
Planning,Staffing,and Training Successful Salespeople
Motivation,Compensation,Leadership,and Evaluation of Salespeople

All Questions

Question 1

Free

True/False

In a normal two-person conversation,at least 60 percent of the social meaning is expressed verbally.

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Question 2

Free

True/False

The receiver is the person for whom communication is intended.

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Question 3

Free

True/False

Social space,the area that is 2 to 3 feet around a person,is the area normally used for sales presentations.

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Question 4

Free

True/False

Entering a buyer's intimate space before the prospect is ready is endearing to the buyer and helps the salesperson close the sale.

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Question 5

Free

True/False

A desk is commonly used to maintain both personal space and social space between buyers and sellers.

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Question 6

True/False

According to the text,sales representatives should dress in conservative business clothes to enhance their effectiveness in a sales situation.

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Question 7

True/False

The unspoken message in most companies is that freedom in dress may be a privilege of rank.

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Question 8

True/False

A limp handshake signals aloofness,while a cold fish handshake indicates unfriendliness.

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Question 9

True/False

Acceptance signals indicate that the buyer is favorably inclined toward the salesperson and the sales presentation.

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Question 10

True/False

Facial expressions are the most reliable source of acceptance signals.

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Question 11

True/False

The buyer projects caution signals with a body angle that leans toward the salesperson.

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Question 12

True/False

A salesperson can change caution signals into agreement signals by speeding up a planned presentation.

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Question 13

True/False

When a salesperson receives disagreement signals,he should immediately stop his planned presentation and quickly adjust to the unplanned situation.

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Question 14

True/False

Disagreement signals should alert the salesperson that the prospect is either neutral to or skeptical of what is being said in the sales presentation.

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Question 15

True/False

A salesperson who receives caution and disagreement signals should ask the prospect open-ended questions to encourage two-way communication.

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Question 16

True/False

Salespeople should concentrate more on nonverbal cues that are part of a cluster or pattern rather than isolated gestures.

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Question 17

True/False

People can listen approximately twice as fast as they can talk.

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Question 18

True/False

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

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Question 19

True/False

Self-concept theory asserts that buyers have four images: real self,self-image,ideal self,and looking-glass self.

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Question 20

True/False

The ideal self is how people see themselves,and the looking-glass self refers to how people think others regard them.

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