Define DOL, Discuss What Affects It and How to Interpret

question 15

Essay

Define DOL, discuss what affects it and how to interpret it.

Understand the concept of personal and social space in sales communication.

Recognize the importance of nonverbal cues in conveying social meaning.

Comprehend how salespeople can adapt communication based on buyer signals.

Acknowledge the long-standing recognition of nonverbal communication in sales.

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Definitions:

Decay Theory

A theory suggesting that memory fades due to the mere passage of time unless it is actively rehearsed.

Memory Fades

The gradual loss of the ability to recall information or experiences over time.

Lack of Use

A situation where a product, skill, or service is not utilized, potentially leading to its degradation or obsolescence.

Cue-dependent

Refers to the phenomenon where recall of information is improved when retrieval conditions are similar to the conditions present during encoding.