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WorksheetsLISTENING IN SALES
Total questions: 20
Worksheet time: 8mins
Choose the right sentences about listening
Listening is hearing
Listening is a passive state that the salesperson hears what customers say
Listening is an active state that the salesperson pay attention to what customers say.
Listening is worse than hearing
What happen when salesperson does not listen?
[A] Prospects will be happy
[B] Lose sales
[C] Establish strong relationship with customers
[D] Both A&C are right
If you are “faking attention” you cannot acquire well the information from the speaker
TRUE
FALSE
Is it important to repeat the customer view of point to show that you are concentrating?
YES
NO
What benefits listening brings to salesperson?
[A] Avoid wasting time of pursuing right prospects
[B] Lose the rapport with customers
[C] Gain more information about prospects
[D] Both A&C are right
What are the 3 level of acknowledgment in Respone for Sales Professional?
Conclude, Contributing Questions, Judge
Affirmation, Paraphrasing, Contributing Questions
Paraphrasing, Contributing Questions, Conclude
Judge, Contributing Question, Affirmation
Example of words for Affirmation to let the speaker know you’re present in the conversation?
[A] " Go on "
[B] " What did you say? "
[C] " I see "
[D] " I understand "
[E] A,C and D are correct
Your personal emotion cannot effect on the result of your listening during the conversation
TRUE
FALSE
Interrupting other person is always a polite action during the conversation
TRUE
FALSE
Listening to customers' view of point is to help you understand them better, not to wait and respond
TRUE
FALSE
Body language and eye contact are unnecessary in listening?
TRUE
FALSE
What should you do when your points of view are different with prospects?
Argue with them
Ignore
Beating them
Explain to them your point and discuss together
Process of Active Listening
Hearing -> understanding + evaluating + interpreting -> responding
Hearing -> comment + interpreting + evaluating -> responding
Hearing -> understanding + interpreting + comment -> responding
A. Hearing -> comment + evaluating + understanding -> responding
What is Paraphrasing mean in Responde?
Continue the conversation in a way that encourages the speaker to continue
To let the speaker know you’re present in the conversation
Promote more-than-one-word answers
Reflecting the speaker’s ideas in your own words
Active listening results in effective information gathering
TRUE
FALSE
While taking note on the call, these bullet point should be
To the point
Be detailed
Gimmicky words
Fancy
Successful sales number are the result of
Drinking alcohol
Information gathering
Spamming
Being friend with client
Good listening in Sales means you should
[A] Have good ears
[B] Avoid listening obstacles
[C] Acquire important informations
[D] B & C are correct
Is it important to smile while listen to customer on the phone call?
YES
NO
Listening to the client’s story is
Important
Nonsense
Not necessary
A waste of time
