19 Even if a salesperson fails to notice the feedback signals being sent by a

19 even if a salesperson fails to notice the feedback

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19. Even if a salesperson fails to notice the feedback signals being sent by a prospect, feedback has still occurred.
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Learning Objective: 05-05Topic: Master Persuasive Communication to Maintain ControlBlooms: UnderstandAACSB: CommunicationLevel of Difficulty: MediumExplanation: Feedback does not refer to any specific type of listening behavior by the buyer but rather toa recognizable response. If the salesperson fails to notice or respond to signals, such as a frown or a shake of the head, no feedback can occur, which means faulty or incomplete communication.20. Self-concept theory asserts that buyers have four images: real self, self-image, ideal self, and looking-glass self.Answer: True Learning Objective: 05-02Topic: The Buyer’s Personality Should Be ConsideredBlooms: Remember AACSB: AnalyticLevel of Difficulty: Easy Explanation: Self-concept theory asserts that buyers have four images including real self, self-image, ideal self, and looking-glass self. A salesperson should try to understand the buyer’s self-concept.21. The ideal self is how people see themselves, and the looking-glass self refers to how people think others regard them. Learning Objective: 05-02Topic: The Buyer’s Personality Should BeConsideredBlooms: Remember AACSB: Analytic
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Level of Difficulty: Easy 22. Successful salespeople are true to their own self-image and do not try to match their communicationstyle with that of their prospect. Learning Objective: 05-02Topic: The Buyer’s Personality Should Be ConsideredBlooms: UnderstandAACSB: AnalyticLevel of Difficulty: Medium23. Probing questions are intended to assess the buyer’s attitude about a sales presentation. Learning Objective: 05-05Topic: Master Persuasive Communication to Maintain ControlBlooms: UnderstandAACSB: CommunicationLevel of Difficulty: MediumExplanation: Questioning, sometimes called probing, allows the salesperson to determine the buyer’s attitude toward the sales presentation. Probing refers to gathering information and uncovering customerneeds using one or more questions.24. Empathy is evidenced by a salesperson's display of sincerity and interest in the buyer's situation. Learning Objective: 05-05Topic: Master Persuasive Communication to Maintain Control
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Blooms: Remember AACSB: CommunicationLevel of Difficulty: Easy Explanation: Empathy is the ability to identify and understand the other person’s feelings, ideas, and situation. Empathy is evidenced by a salesperson’s display of sincerity and interest in the buyer’s situation.
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