CSE Communication & Negotiation Skills 4

Question 1

Which body language signal most often indicates a prospect is disengaged during an in-person presentation?

Accepted Answer

Arms crossed and gaze directed away from the presenter

Answer

Crossed arms and averted gaze are classic nonverbal signs of disengagement or defensiveness.

Question 2

In principled negotiation (Fisher & Ury), 'separating people from the problem' means:

Accepted Answer

Addressing business issues objectively without attacking personalities

Answer

Principled negotiation focuses on interests and issues, not personal attacks, to preserve the relationship while solving the problem.

Question 3

A sales engineer uses silence strategically after presenting the price. This technique is most effective because:

Accepted Answer

It pressures the prospect to fill the void, often revealing concerns or acceptance

Answer

Strategic silence after a price quote creates psychological pressure that often compels the prospect to respond with valuable information.

Question 4

Which of the following best describes a 'concession strategy' in negotiation?

Accepted Answer

Making pre-planned, diminishing concessions to signal you are reaching your limit

Answer

Diminishing concessions signal that each give is harder than the last, anchoring expectations near your real floor.

Question 5

When writing a follow-up email after a sales call, which element is most important to include?

Accepted Answer

A summary of agreed next steps with owners and due dates

Answer

Agreed next steps with owners and dates keep momentum alive and create mutual accountability after the call.

(CSE) Certified Sales Engineer Practice Test