Which of the Following Is True of Eye Contact During

question 56

Multiple Choice

Which of the following is true of eye contact during a sales call?

• A)Looking at papers in your briefcase indicates to the customer that you are listening.
• B)Nodding constantly indicates interest.
• C)Eye contact is one of the best ways to say "I'm listening."
• D)A fleeting glance at notes is insulting to the prospect.
• E)A prolonged,direct stare is reassuring.

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Definitions:

Latent Learning

Learning that occurs without any obvious reinforcement or immediate demonstration of the learned behavior.

Obvious Reinforcement

Refers to a reinforcement that is clearly and directly related to a specific behavior, making the consequences of the behavior apparent.

Operant Conditioning

A learning process through which the strength of a behavior is modified by reinforcement or punishment.

Extinction

The gradual weakening and disappearance of a conditioned response tendency because the response is no longer reinforced.