Altering Sales Behaviour in Order to Improve Communication with the Customer

question 48

Multiple Choice

Altering sales behaviour in order to improve communication with the customer is called:

• A)behaviour modification selling.
• B)adaptive selling.
• C)communication-bias selling.
• D)value-added selling.
• E)flexible selling.

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Definitions:

Media Richness

The degree to which a communication medium can effectively convey information, including nuances and subtleties, influenced by factors such as immediacy and feedback capabilities.

Self-disclosure

The act of revealing personal information about oneself to others, which can facilitate intimacy and trust in relationships.

Acoustic

Relating to sound or the sense of hearing, often used to describe music that is performed or recorded without electrical amplification.

Media Richness

The ability of a communication medium to effectively convey information and promote understanding, often involving the use of multiple channels like text, audio, and video.