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Basic Communication
Communication
MORE Communication
Selling
Before the Sale
100
Feedback
What is the receivers response to a message called?
100
FALSE! LISTENING
TRUE OR FALSE: The most valuable communication skill that we discussed in class was speaking.
100
TRUE
TRUE OR FALSE The most important skill of communication is LISTENING.
100
personal selling
What is the main type of selling that we talked about in our notes and in our class discussions?
100
FALSE
TRUE OR FALSE: The pre-approach is when we greet the custOmer as soon as they walk into our store.
200
Barriers
What are the obstacles that interfere with the understanding of a message?
200
COMMUNICATION
What is the process of exchanging messages between a sender and a receiver?
200
answeres will vary... directions to someones house decorating cupcake
Give an example of enumeration.
200
retail business to business telemarketing
What are the 3 types of personal selling?
200
the preparation for the face to face encounter that is soon to be had with a potential customer
What is the pre-approach
300
Enumeration
What is the listing of items in order process called?
300
to inform to persuade to entertain
What are the three main purposes to speaking formally?
300
answers will vary
Give an example of each of the following message topics: information ideas feelings
300
Any form of direct contact between a salesperson and a customer.
What is personal selling?
300
Looking for new customers this happens before the actual sale takes place
What is prospecting
400
FALSE
True or False: Messages can be about information, ideas, and obstacles.
400
answers will vary....
The following are the 5 types of barriers that occur during communication...Give an example of each: Distractions Listening for a conclusion Taking notes Planning a response Emotional Barriers
400
Answers will vary
Give an example of the following barriers: Distractions: Taking Notes: Emotional Barriers
400
extensive limited routine
What are the three types of decision making?
400
employer leads directories newspapers commercial lists customer referrals cold canvassing
List the 6 types of prospecting
500
speaking listening reading writing
What are the four communication skills?
500
identify purpose look for plan give feedback search for common interest evaluate message listen for more than verbal content
What are teh six techniques for effective listening?
500
enumeration generalization with examples cause and effect compare and contrast
What are the four patterns of to speaking formally?
500
retail: customer comes to store b2b: takes place in manufacturers/wholesellers showroom telemarketing: process of selling over the phone
What are the differences between retail selling, business to business selling, and telemarketing?
500
direct experience written publications other people formal training
What are the four main sources where product information can be found?