Sabrina Needs to "Bite Her Tongue" After Asking the Prospect

question 38

Multiple Choice

Sabrina needs to "bite her tongue" after asking the prospect a difficult question. Tolerating silence is often important to allow the customer:

• A)time to think.
• B)an opportunity to end the meeting.
• C)to shift from the intimate to the social zone.
• D)inflection.
• E)alternative body language word pictures.

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Definitions:

Quantitative Forecasting

A statistical method that uses numerical data and past trends to predict future events or behaviors.

Statistical Analyses

The process of collecting, examining, interpreting, and presenting numerical data to discover underlying patterns and relationships.

Future Events

This refers to occurrences or activities that are yet to happen or take place.

Time Horizons

The length of time over which an individual, organization, or project plans or expects to operate or impact.