MKT 216 Practice Problems for Chapter 4 True/False Indicate whether the statement is true or false. 1. The main purpose of sales communication is to seek an agreement among participants. a. True b. False 2. Probing questions help a salesperson shift or redirect the topic of discussion. a. True b. False 3. Open-end questions limit a customer's response to one or two-word answers a. True b. False 4. Salespeople combine different types of questions to accomplish multiple and closely related sales objectives, a. True b. False 5. A rising pitch during the course of a message is associated with questions and can often be perceived as reflecting uncertainty a. True b. False 6. The rate at which a salesperson speaks has no effect on how a customer perceives him or her. a. True b. False 7. A sales discussion or presentation that is not sequenced in a logical order runs the risk of being inefficient and ineffective. a. True b. False 8. Sales aids such as samples, brochures, graphs, and comparative charts should not be left with a buyer after sales communication a. True b. False Multiple Choice Indicate the answer choice that best completes the statement or answers the question, 9. "Talking with the customer" rather than "talking at the customer" is a characteristic of a trust-based sales communication