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Exercises

1: What are the benefits of active listening?
  1. Team synergy

  2. Team productivity

  3. Team excitement

  4. Team satisfaction

2: Read the following situation.

A man is lying on a bed in a room. Under the bed, is a small pile of sawdust. On the floor, by the side of the bed, is a piece of wood, which is 99.5 centimeters long. The door opens, and another man called Mack enters the room. He looks around, smiles to himself, and walks out.

Now, ask the instructor probing and confirmation types of questions to be able to reconstruct the entire event.

3: Match the following questions with their respective types—either open-ended, probing, closed-ended, or confirmation:

How much do we need to reduce production costs?

How can we reduce production costs?

Why do we need to reduce production costs?

Are you saying that we need to reduce production costs by 12 percent?

4: The instructor will provide you with a handout that contains a conversation between Mr. Kramer and Melissa. Read through the conversation and then answer the following question:

What type of questions did Melissa ask to close the sale?




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