Instead of Describing the Product, the Salesperson Was Nodding Her

question 9

Multiple Choice

Instead of describing the product, the salesperson was nodding her head and using expressions like, "Really?" "Uh-huh," and "That's interesting." The salesperson is:

• A)trying to find the appropriate time to close the sale.
• B)dealing with customer objections.
• C)engaging in active listening.
• D)watching for nonverbal communication to see if the customer really meant what he was saying.
• E)encouraging active speaking.

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Definitions:

Tranquilizing Drug

Medications used to reduce tension or anxiety, functioning typically by depressing the central nervous system.

Test Anxiety

The extreme stress, anxiety, and discomfort some individuals feel before or during examinations, negatively affecting performance.

Method of Loci

A mnemonic strategy of associating information to be remembered with specific physical locations, enhancing the recall of the information by visualizing moving through those places.

Retroactive Interference

A phenomenon where newly learned information interferes with the recall of information learned previously.