BUSI 300 University of Maryland College Park Business Communication Questions

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Urverff

Business Finance

BUSI 300

university of Maryland college park

BUSI

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I have a word document that has about 4 sections with short answers. Questions dont have to be answered in paragragraph form.

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Chapter 1: 1. Characteristics of a good salesperson. 2. Three reasons why traditional salespeople are looked upon negatively. 3. Traditional selling vs. Non-manipulative (NM) selling (phases/stages and characteristics of both). 4. Concept of Trust/Tension management between customers and salespeople. Chapter 2: 1. Two Dimensions of Behavior (Openness & Directness) chart as well as the behavioral characteristics of each dimension. 2. Recognition of another person’s behavioral style based on the Two Dimensions of Behavior. 3. The Four Styles of Behavior chart as well as each Style’s behavioral characteristics. 4. Recognition of another person’s Behavioral Style based on environmental/professional clues. 5. Communication strategies to use when interacting with all the Dimensions & Behavioral Styles. Chapter 3: 1. The Three Sources of Tension in Selling (Personal, Relationship, Needs). 2. Tension Model of Behavioral Styles. 3. Need Gap (chart and can explain). 4. Modifying your behavior to increase openness and/or directness. 5. Mehrabian’s Rule of Communication. Chapter 4: 1. Differences between Open and Closed questions 2. Types of Questions (Clarifying, Developmental, Directional, Testing, 3rd-Party) used and examples of each. 3. Questioning strategies to use based on behavioral style. Chapter 5: 1. The Three Levels of Listening. 2. The Three Types of Feedback. 3. Examples to look for when observing body language. 4. Examples of positive body language.
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Attached.

Running head: REVIEW QUESTIONS FOR BUSINESS COMMUNICATION

Review Questions for Business Communication
Name
Institution

1

REVIEW QUESTIONS FOR BUSINESS COMMUNICATION

2

Review Questions for Business Communication
Chapter 1
1. Characteristics of a good salesperson.


A good listener



Very organized



Honest



Accountable



Creative



Committed

2. Three reasons why traditional salespeople are looked upon negatively.


Lack of enough training



Lack of resiliency



Lack of multitasking skills

3. Traditional selling vs. Non-manipulative (NM) selling (phases/stages and characteristics
of both).
Traditional selling entails a salesperson persuading a customer to purchase a product. The
relationship between the salesperson is neither founded on customer satisfaction or trust.
Customers are more likely pressured to buy a product. This method of selling entails composing
a sales plan, identifying the customer, a preparation phase, and approaching the customer.
Non-manipulative (NM) selling is a guilt-free selling technique where the customer is not
pressured into buying, but the salesperson completes the sale. In contrast to traditional selling, an
NM salesperson builds a relationship with the customer to learn their needs. The NM selling

REVIEW QUESTIONS FOR BUSINESS COMMUNICATION

3

technique involves defining the needs or problems of the customer, finding a solution,
implementing the solution, and monitoring results.
4. Concept of Trust/Tension management between customers and salespeople.
Conversations entailing sales can either be made over the phone or face to face. However, the
ability of the salesperson to build a trustworthy relationship with the customer influences the
sale. As a result, salespeople need to be at their level best to provide their customers with value.
If customers feel pressured, the salespeopl...


Anonymous
Awesome! Perfect study aid.

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