Marginal listeners are easily distracted and do not concentrate on the message

Marginal listeners are easily distracted and do not

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person’s point of view. Marginal listeners are easily distracted and do not concentrate on the message.36. The evaluative listener tries to hear what another person says but makes little effort to understand the purpose of the message. Answer: True Learning Objective: 04-05Topic: Master Persuasive Communication to Maintain ControlBlooms: Remember AACSB: CommunicationLevel of Difficulty: Easy Explanation: An evaluative listener actively tries to hear what the prospect says but isn’t making an effort to understand the intent. Instead of accepting and trying to understand a prospect’s message, the evaluative listener categorizes the statement and concentrates on preparing a response. 37. A salesperson’s persuasive abilities are improved with an enthusiastic attitude and effective proof statements.Answer: True Learning Objective: 04-05Topic: Master Persuasive Communication to Maintain ControlBlooms: UnderstandAACSB: CommunicationLevel of Difficulty: Medium1-157
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Explanation: Enthusiasm combined with proof statements greatly improves a salesperson’s persuasive ability. Proof statements are statements that substantiate the salesperson’s claims.38. Proof statements can add credibility to a sales message. Answer: True Learning Objective: 04-05Topic: Master Persuasive Communication to Maintain ControlBlooms: Remember AACSB: Level of Difficulty: Easy Explanation: Proof statements are statements that substantiate the salesperson’s claims. Research studies and statistical information serve as effective proof statements.Multiple Choice Questions 39. Which of the following is the LEAST likely communication method for building long-term relationships based on the Golden Rule of Selling? 40. _____ is the act of transmitting verbal and nonverbal information and understanding between seller and buyer.
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