Question

Which of the following signals territorial command by a salesperson?

	a.	Delaying a sales presentation
	b.	Communicating according to buyer's language preferences
	c.	Incorporating the use of sales aids in presentations
	d.	Maintaining constant eye contact with an individual buyer
	e.	Arriving at a location before a buyer group arrives

Which of the following is most likely to impair a salesperson's potential for making a sale?

	a.	Lack of passion in voice
	b.	Continuous eye contact with the buyer
	c.	Lack of electronic media in sales aids
	d.	Use of examples and analogies in sales dialogue
	e.	Lack of ability to assess buyers' nonverbal cues

Which of the following gives an appearance of nervousness by salespersons?

	a.	Engaging in preselling
	b.	Scanning rapidly from side to side
	c.	Establishing periodic eye contact with individuals
	d.	Identifying the decision maker in the group
	e.	Arriving at a location before the buying group

When handling a question in a group dialogue, which of the following ensures that everyone understands the question?

	a.	Providing the answer at the end of the group dialogue
	b.	Suggesting that a member of the group answer the question
	c.	Answering the question using a visual aid
	d.	Maintaining proper eye contact with members of the group
	e.	Repeating or restating the question asked by an individual

include sales aids in the form of printed materials, photographs and illustrations, and charts and graphs.

	a.	Electronic materials
	b.	Testimonials
	c.	Proof providers
	d.	Visual materials
	e.	Product demonstrations

In a(n) _____, each team member contributes his or her special expertise toward maximizing the understanding of the customer's situation and needs, and then working together to create a unique, value-added solution.

	a.	internal relationship
	b.	service relationship
	c.	external relationship
	d.	courtship relationship
	e.	mentoring relationship

Answer 1

1. E. Arriving at a location before a buyer group arrives.

Arriving at a location before the buyers sets the chance for seller to establish territory which would allow him to emit terroritorial command.

2. A. Lack of passion in voice.

Lack of passion in voice would emit low enthusiasm for making a sale which can impair the sale.

3. B. Scanning rapidly from left to right.

Scanning rapidly from left to right gives the appearance of nervousness and lack of confidence.

4. E. Repeating or restating the question asked by an individual.

Repeating and restating the question would help everybody in the room or class understand the question and then answer should be provided.