MAR exam 1

as a sales professional, whom should you collaborate with?

your team, your customers, leadership

what is the best definition of communication?

having customers tell things to you

Taylor wants to appear as though she means what she's talking about; she wants to be more confident in her speaking. What should she consider?

her facial expressions should match her words

What is the value of problem solving in sales?

it adds value to the customers relationships

what is the effect of pausing in a presentation?

it gives listeners time to think, It lets the speaker connect with people in a more meaningful way, it shows people youre confident.

what is the value of stroytelling in sales?

it helps the customer better understand your products, it get the importance of what you can do across to customers, it makes you effective and remembered

alice gets very scared and anxious when just a few people are looking at her. how can alice rationalize this behavior in terms of primal responses.

it is a fear of being hunted

what is the best way to integrate the soft skills?

know the difference, assess your customers, and make a plan and analyze results

By using phrases like "sort of," "kind of," or "it seems like," you are expressing yourself in a way that _

lacks power, authority, and confidence

which is not a benefit of being a two-way communicator?

lets you focus on yourself

When communicating to others, it is important to make every word count. Which action would show your attitude and emotions as well as engage your audience?

making every sentence sound different

if your presentation has ___, you run the risk of leaving people with an unclear message.

more than three ideas

if you are talking to an audience about comparing two things, what would be the best way to use your hands for gesturing?

move your hands side to side

paulo is a fast talker who believes his audience understands everything he is saying. While his audience becomes more detached, Paulo rambles on. which type of behavior is Paulo displaying?

one- way communication

Margaret is giving a presentation in which she asks the audience to break up into small teams and perform an exercise. Which sort of hand gesture would be most conducive to Margaret's request?

open hands with palms up

Jason tends to be a fast talker. You look around the room and notice his audience seems lost, on their phones, and basically not paying attention. During a break, you advise Jason to use pause techniques. Which technique would benefit Jason more quickly?

pausing to connect with people in a more meaningful way

a confident communicator without meaningful content is quickly exposed, regardless of how good their speaking skills may be.

true

breathing is especially important when you're listening to a question

true

you are listening to a speaker who seems to be ending sentences on up inflections. This is known as ___

uptalk

what is the best way to begin learning soft skills?

use flash cards, role play, know the skills you need

Because your voice reveals so much about your attitudes and emotions, you should ___.

use it to the fullest by changing pace, volume, and inflection

the best communicators are those who are always thinking about the next thing to say. They toss out information because they know that if they just say it, people are going to get it.

False

what does it take to become an amazing sales rep?

Hard and soft skills

which mental exercise can you perform prior to speaking, in order to aid self-connection and relieve anxiety?

Imagine how you want to be perceived

Camila wants to be confident, so she is preparing for a difficult conversation. What should she refrain from doing when creating her message?

Including conjunctives

What role does empathy play in sales?

It is your guide to understanding your customers

What is the primary mantra that you should keep in mind when preparing a presentation?

Keep words and sentences short and simple

The higher your emotional intelligence, the higher your chances are ____

Of connecting with customers

You are trying to give a talk to a small audience; however, your heart is beating fast, you talk fast, and then you feel tongue-tied. this is known as

Racing brain syndrome

Which is not a step in great listening?

Share your insights

According to the UCLA study, which factor dominates someone's opinions about another persons attitudes and emotions?

The persons appearance

Why do customers do business with you?

They know, like, and trust you.

your coworker, james, has to give a presentation to steering committee. you noticed that james seems too anxious and is holding his breath. What advice would you give to him?

Try diaphragmatic breathing

speaking quickly helps you control what you say as you say it

false

why do soft skills matter?

Better relationships, better understanding of customers, Fastest route to success and profitability

Tiago is getting ready to prepare for a briefing, and has identified the purpose. What is the next step for him to do?

Create three to four main ideas.

which is not a step in the decision making process?

add your thoughts and input

Bill has a tendency to look up while he is speaking so he does not have to look at the audience. How will audiences likely interpret Bill's posture and expression?

as though he is uncertain or in wonder

Bill makes a humorous blunder during his presentation, and notices that janice is stifling a laugh. how should bill proceed?

by addressing the blunder right then and there, or later in private

how do you practice diaphragmatic breathing?

by taking slow breaths through the nose, and focusing on belly expansions with inhalation

Jamie has a presentation to give to his organization. H knows his materials, but still has anxiety over speaking to more than one person. which issue is the most likely to hold jamie back from speaking?

feel vulnerable

all of the following are true about talking with your hands, except:

clenching your fists makes you look strong and powerful, like a leader

Hiroki is giving a presentation for the tenth time, and he is having difficulty keeping it interesting and using his natural inflections. What should Hiroki do at least once per sentence?

find a word to emphasize

All of the following are must-have soft skills except:

product knowledge

Slightly stretching the vowel sounds in each word and visualizing your brain and tongue moving in perfect synchronicity are examples of _____ while talking.

slowing yourself down

delivering one thought at one time ____

slows down the racing brain and keeps you in the present

what best describes a good communicator?

someone who looks and sounds like they mean what they're talking about

Which aspect of your presentation should you try and prepare first?

the purpose

of the several habits, or tendencies, that communicate a lack of conviction, which one indicates confidence?

the use of a varied peace and emphasis

how do soft skills produce results?

they increase the customer experience