In Her Tutorial Class, Sue Signals Her Attention by Nodding

question 58

Multiple Choice

In her tutorial class, Sue signals her attention by nodding, making supportive sounds and by looking at the tutor. Inwardly, she is quite bored. Sue is using:

• A) back-channel communication.
• B) intimacy equilibrium.
• C) the de Jong feedback loop.
• D) impression management.

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Definitions:

Assumptive Close

A sales technique where the seller assumes that the customer has already decided to buy and wraps up the sale.

Alternative Close

A sales technique where the salesperson presents the prospect with two final options, making it easier to make a purchase decision.

Summary Close

A sales technique where the key points or benefits of a product are summarized to encourage a purchase decision.

FAB Approach

Stands for Features, Advantages, Benefits - a sales and marketing strategy emphasizing a product's features, its advantages over competitors, and the benefits it brings to the customer.