Art of Selling Test 1 Quiz Questions With Complete
Solutions
_______ is the ability to identify and understand the other
person's feelings, ideas, and situation.
a) encoding skill
b) enthusiasm
c) feedback
d) empathy
e) communication receptiveness Correct Answers d) empathy
________ is defined as the ability to change a person's belief,
position, or course of action.
a) perception
b) cognition
c) attention
d) social learning
e) persuasion Correct Answers e) persuasion
________ is the most important characteristic needed to be a
successful salesperson.
a) the love of selling
b) believe that your customer is always right
c) patience
d) persistence
e) the ability to accept rejection Correct Answers a) the love of
selling
________ rewards are generated by the individual, not given by
the company.
a) Financial
,b) Extrinsic
c) Quantitative
d) Psychological
e) Physiological Correct Answers d) psychological
_________ are major nonverbal communication channels.
a) Body movements
b) Clothing and grooming
c) Handshakes
d) Physical space
e) all of the above Correct Answers e) all of the above
___________ is defined as the acquiring knowledge or behavior
based on past experience.
a) Belief establishment
b) Self-awareness modification
c) Learning
d) Perception
e) Attitude modification Correct Answers c) Learning
___________ is defined as the personal communication of
information to persuade a prospective customer to buy
something that satisfies his or her needs.
a) Marketing
b) Personal selling
c) Promotion
d) Public relations
e) Advertising Correct Answers b) personal selling
___________ signals indicate the buyer is favorably inclined
toward the presentation.
, a) receptive
b) proceed
c) caution
d) recognition
e) acceptance Correct Answers e) acceptance
____________ are stakeholders in a meat processing plant.
a) customers
b) employees
c) owners
d) local, state, and federal governments
e) all of the above Correct Answers e) all of the above
____________ is defined as the act of transmitting verbal and
nonverbal information and understanding between the buyer and
seller.
a) communication
b) decoding
c) message-casting
d) persuasion
e) explanation Correct Answers a) communication
____________ refers to a statement that substantiates claims
made by the salesperson.
a) proof statement
b) KISS
c) source credibility
d) feedback assertion
e) message allegation Correct Answers a) proof statement
Solutions
_______ is the ability to identify and understand the other
person's feelings, ideas, and situation.
a) encoding skill
b) enthusiasm
c) feedback
d) empathy
e) communication receptiveness Correct Answers d) empathy
________ is defined as the ability to change a person's belief,
position, or course of action.
a) perception
b) cognition
c) attention
d) social learning
e) persuasion Correct Answers e) persuasion
________ is the most important characteristic needed to be a
successful salesperson.
a) the love of selling
b) believe that your customer is always right
c) patience
d) persistence
e) the ability to accept rejection Correct Answers a) the love of
selling
________ rewards are generated by the individual, not given by
the company.
a) Financial
,b) Extrinsic
c) Quantitative
d) Psychological
e) Physiological Correct Answers d) psychological
_________ are major nonverbal communication channels.
a) Body movements
b) Clothing and grooming
c) Handshakes
d) Physical space
e) all of the above Correct Answers e) all of the above
___________ is defined as the acquiring knowledge or behavior
based on past experience.
a) Belief establishment
b) Self-awareness modification
c) Learning
d) Perception
e) Attitude modification Correct Answers c) Learning
___________ is defined as the personal communication of
information to persuade a prospective customer to buy
something that satisfies his or her needs.
a) Marketing
b) Personal selling
c) Promotion
d) Public relations
e) Advertising Correct Answers b) personal selling
___________ signals indicate the buyer is favorably inclined
toward the presentation.
, a) receptive
b) proceed
c) caution
d) recognition
e) acceptance Correct Answers e) acceptance
____________ are stakeholders in a meat processing plant.
a) customers
b) employees
c) owners
d) local, state, and federal governments
e) all of the above Correct Answers e) all of the above
____________ is defined as the act of transmitting verbal and
nonverbal information and understanding between the buyer and
seller.
a) communication
b) decoding
c) message-casting
d) persuasion
e) explanation Correct Answers a) communication
____________ refers to a statement that substantiates claims
made by the salesperson.
a) proof statement
b) KISS
c) source credibility
d) feedback assertion
e) message allegation Correct Answers a) proof statement
