A Salesperson Finds and Analyses Information About Each Prospect's Specific

question 5

Multiple Choice

A salesperson finds and analyses information about each prospect's specific product needs, current use of and feelings about brands, and personal characteristics during:

• A)prospecting.
• B)pre-approach.
• C)approaching the customer.
• D)sales training.
• E)sales planning.

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Definitions:

Nonverbal Indicator

A form of communication without the use of spoken language, conveyed through body language, gestures, facial expressions, and other physical cues.

Kinesics

The study of body motion or body behavior as a form of non-verbal communication.

Proxemics

The examination of how humans utilize space and the impact that the density of a population has on behavior, communication, and the way people interact with one another.

Izard's Theory

Carroll Izard's Differential Emotions Theory suggests that emotions are innate and that different emotions are linked with specific facial expressions.