Verbal Communication
The following are aspects of what: Questioning, Listening, Giving information, Nonverbal communication, and written communication.
What is effective selling?
A doctor sees a patient and asks about their problems. This is an example of what kind of questions?
What is probing question?
This form of communication tends to be more informative than the verbal content of the message
What is nonverbal communication?
In the acronym A.D.A.P.T., what does "T" stand for?
What is transition questions?
Informal mode of listening associated with day-to-day conversation and entertainment
What is social listening?
Talking with the customer is considered what?
What is Trust-Based Sales Communication?
"Do you have any more questions over the product that was presented today?" is an example of what type of question?
What is a close-ended question?
A buyer that is slouching, tapping their foot, and has poor eye contact is portraying which nonverbal cluster?
What is boredom?
In the acronym S.P.I.N., what does "N" stand for?
What is need pay-off questions?
In the SIER Hierarchy of Active Listening, what does "S" stand for?
What is sensing?
True or false: In a buyer-seller relationship, questions should not be specific and should not be influenced by or intended to have answers.
What is False?
This type of question uses both open and closed questions to uncover feelings and go beyond general fact finding.
What is an evaluate question?
Speaking rate, pitch and frequency, grammar, pause duration, and loudness. Of these, which is not a vocal characteristic?
What is grammar?
"What makes this operation difficult?" is an example of what kind of SPIN question?
What is problem question?
Active listening is a subset of this
What is serious listening?
This is at display when a salesperson talks all of the time to the buyer and overtakes the conversation.
What is Dominant Communication/Conversation?
Tese type of questions are asked in order to "elicit more articulate and precise responses, and can assist with needs discovery and solution identification."
What are probing questions?
If you want to show you are interested in the discussion, what body orientation would you convey?
What is leaning forward / sitting forward on the chair?
"Do you think your product reaches your entire customer base?" is an example of what kind of ADAPT question?
What is discovery question?
In the SIER Hierarchy of Active Listening, what does "E" stand for?
What is evaluating?
This is at display when a salesperson tries to understand the buyer’s problems before giving them answers and asks well-thought out questions to come to an understanding with the buyer.
Guiding Communication/Conversation
When a tactical question is asked, what is the goal of the person asking the question?
What is trying to shift or redirect the topic of discussion?
The proxemic zone for business-client relationships that is used mostly for conducting business.
What is the social zone?
In the ADAPT funnel method, what kind of question shows the negative impact of a problem discovered in the discovery sequence?
What is activation questions?
Paying attention, Monitoring non-verbals, Paraphrasing and repeating, Making no assumptions, Encouraging the buyer to talk, and Visualizing are all a part of this
What is effective listening?