Reference no: EM132154830
1. Which of the following matches the mode of perception to the phrase most likely to be used by someone who favors that learning mode?
A) "This doesn't feel right." = Kinesthetic
B) "That sounds like a plan." = Kinesthetic
C) "I hear what you are saying." = Visual
D) "I can see that." = Auditory
E) "I feel like the idea isn't clear." = Visual
2. Which of the following statements regarding neurolinguistic programming is not true? NLP is a method of communication that
A) Can be used to discover how a person is thinking and influences how that person will react and make decisions.
B) When used properly can reduce the time needed to develop trust and rapport between two individuals.
C) Involves three major modes of perception from which we choose a favorite to view the world and our experiences in it.
D) Is often used by sales managers in sales training to enhance the skills of their salespeople.
E) Makes use of eye movements and verbal signals to perceive how a person is thinking.
3. The three primary processing modes considered in neurolinguistic programming are
A) Innate, learned, and adaptive.
B) Auditory, kinesthetic, and visual.
C) Visual, subconscious, and auditory.
D) Subconscious, conscious, and instinctive.
E) None of the above.
4. David has decided that out of the different modes of communication available to him, he should incorporate action-oriented phrases into his presentation that would have a physical impact. He knows he should let the prospects touch the product, hold it, and use it. Which of the following terms describes the type of prospect he is looking for?
A) Sound oriented prospect.
B) Kinesthetic oriented prospect.
C) Auditory oriented prospect.
D) Visually oriented prospect.
E) None of the above.
5. Which of the following is the chief advantage of social media for salespeople?
A) It helps salespeople interact with clients on personal and professional levels.
B) It increases a salesperson's product knowledge.
C) It helps keep one alert while waiting for an appointment with a client.
D) It helps salespeople stay up to date on technology.
E) None of the above.
6. A long-term sales career can be lucrative if the salesperson
A) Has gained excellent product knowledge.
B) Is dedicated to continual learning.
C) Learns and uses sales force automation tools.
D) Is motivated and sets goals.
E) All of the above.
7. Have you ever had a salesperson call on you and timidly ask, "I have this product that I hope you will like enough to buy from me?" His lack of confidence is apparent and would probably cause you not to buy. However, true self-confidence
A) Enables you to undertake challenging goals with belief in the possibility of success.
B) Lets you see problems as opportunities and obstacles as stepping stones to success.
C) Builds credibility for the salesperson so that the buyer is open to considering the solutions suggested.
D) Makes it easy to ask for the order not once, but again and again until the sale is closed successfully.
E) All of these seem like logical results of self-confidence.
8. Which of the following is not a part of Paul Meyer's Million Dollar Personal Success Plan?
A) Dogged determination.
B) Incentive motivation.
C) Crystallized thinking.
D) Sincere desire.
E) Supreme confidence.