Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
19 Cards in this Set
- Front
- Back
|
The rate at which a person speaks often affects how others will perceive him/her. T/F
|
True
|
|
|
In order to be an effective listener a salesperson must do which of the following? a.Pay attention b.Paraphrase and repeat c.Make no assumptions about what the buyer is saying d.Monitor the buyer's nonverbal language e.All the above are correct
|
e.All the above are correct
|
|
|
One of the problems many people have with listening is that they make assumptions about what the other person is saying before that person is finished communicating. T/F
|
True
|
|
|
A salesperson asking a buyer "Have you had any trouble with your copying equipment?" is asking a ____ type of SPIN question.
a.Implication b.Problem c.Situation d.Need-Payoff e.None of the above |
b. Problem
|
|
|
Within the SPIN questioning system, which questions are designed to serve as a transition from need identification to presentation of solutions? a.Situation questions b.Need-payoff questions c.Implication questions d.Transition questions e.Both b and d are correct
|
b.Need-payoff questions
|
|
|
Which of the following is not an objective of strategic questioning? a.Provoke thinking b.Gather information c.Generate buyer involvement d.Gain confirmation e.Explain Benefits
|
e.Explain Benefits
|
|
|
A salesperson asking a buyer "How is your productivity affected when your copier is not functioning properly?" is asking a ____ type of SPIN question. a.Implication b.Problem c.Situation d.Need-Payoff e.None of the above
|
Implication
|
|
|
With respect to trust-based selling, the purpose of sales communication is: a.To seek the buyer's agreement. b.To seek the buyer's commitment. c.To obtain an order from the buyer. d.To seek common understanding between the buyer and seller. e.To help the buyer understand the salesperson.
|
d.To seek common understanding between the buyer and seller.
|
|
|
How a person sits in a chair is a form of nonverbal communication. T/F
|
True
|
|
|
A salesperson with well developed questioning skills is able to control the flow and direction of the sales call through the questions he/she asks. T/F
|
true
|
|
|
With respect to SIER, sensing refers to receiving the verbal and nonverbal components of a message. T/F
|
True
|
|
|
"Do you typically purchase or lease?" is an example of which type of SPIN question? a.Speak b.Identify c.Implication d. Situation e.Indication
|
Situation
|
|
|
Which of the following is the best example of an open-end question? a.How many employees to have? b.Did you say you are already working with another supplier? c.How do you currently assess the performance of your suppliers? d.Are you interested in making a purchase today? e. All of the above are open-end questions.
|
c.How do you currently assess the performance of your suppliers?
|
|
|
Which of the following is an example of a closed-end question? a.How do you determine sales goals for each region? b.Why are your customers currently unhappy? c. Is this the primary reason you are interested in switching suppliers? d.How do you currently process orders? e.All of the above are closed-end questions.
|
c. Is this the primary reason you are interested in switching suppliers?
|
|
|
The term proxemics refers to the issue of personal distance. T/f
|
True
|
|
|
A salesperson wishing to uncover more detailed information should use which the following types of questions? a.Evaluative b.Multiple-choice c.Probing d.Tactical e.None of the above
|
Probing
|
|
|
In most face-to-face communication, approximately what percentage of meaning is conveyed through nonverbal communication? a.Less than 10% b.About 50% c.Close to 75% d.Almost 90% e,Almost none
|
About 50%
|
|
|
"Have your employees ever had any trouble managing their time?" is an example of a problem question. T/F
|
True
|
|
|
After asking problem questions, the salesperson should begin asking need-payoff questions. T/F
|
False
|
