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59.
In the context of nonverbal messages, identify a true statement about cultural differences.
60.
When Reginald calls his favorite customer late in the evening, the customer invites him to
a café near his office. Although the customer seems tired, he sits back with his hands and
legs uncrossed during their meeting. In this scenario, Reginald can interpret his customer's
nonverbal communication signal as:
61.
Which of the following patterns of signals most likely indicates that the customer is
reacting positively to a salesperson's presentation?
62.
When sending messages with nonverbal communication, nothing creates a rapport like
_____.
63.
In the context of sending messages with nonverbal communication, identify a true
statement about shaking hands.
64.
Which of the following is an accurate statement about nonverbal communication?
65.
Which of the following statements is a good advice for salespeople concerned about the
proper use of hand gestures?
66.
The physical space between two people who are interacting can be divided into four
distance zones. The zone reserved primarily for a person's closest relationships is called
the _____.
67.
Jennifer, a salesperson, meets her customer for the first time. In this scenario, Jennifer
should begin interactions at the _____.
68.
Identify a true statement about the four distance zones people use when interacting in
business and social situations.
69.
In terms of touching, buyers fall into two touching groups: contact and noncontact.
Noncontact people view contact people as:
70.
Which of the following statements about appearance as a nonverbal communicator is
true?
71.
Which of the following would be the WORST advice for Timothy, a salesperson, at an
office supplies store?
72.
In the context of response time, which of the following statements is true about the
various methods of salesperson communications?
73.
Which of the following statements is true about response time?
74.
Which of the following is a valid suggestion for salespeople with regard to e-mail and text
message communication?
75.
In the context of using proper techniques and etiquette when leaving voice mail messages,
callers should _____.
76.
Tara, a 50-year-old retired professor, wants to sell the fruits and vegetables produced in
her organic farm. Her daughter advises her to use social media for selling them online. In
this scenario, which of the following should be Tara's first step to ensure an effective
sale?
77.
People who use English in international selling should:
78.
In the context of communication in international selling, the phrase "tabling a proposal" in
the United States means _____.
4-31
79.
For a sales presentation in a Latin American country, the salesperson, Kiara, reaches the
venue at 9:45 a.m. because the meeting is scheduled to start at 10:00 a.m. Even after
waiting for a couple of hours, Kiara's clients do not arrive. In this scenario, what should
Kiara do?
80.
In the context of eye contact, identify a true statement about adjusting for cultural
differences during international selling.
Short Answer Questions
