Which of the Following Behaviors of the Spaniards Reinforces the View

question 69

Multiple Choice

Which of the following behaviors of the Spaniards reinforces the view that Spanish negotiators use a high percentage of commands?

• A) Extensive use of silent periods
• B) Highest incidence of touching another negotiator
• C) Greeting callers on the phone with "diga" (speak)
• D) Shunning eye contact with others
• E) Wishing others with a "hola" or "bueno"

---

Definitions:

B2C Sales

Direct transactions between a business and the end consumers of its products or services.

Customer Relationship Management (CRM)

A business philosophy and set of strategies, programs, and systems that focus on identifying and building loyalty among the firm’s most valued customers.

Straight Rebuy

A purchasing situation in which a buyer reorders a product or service without modifications or shopping around.

Buying Center

A group within an organization responsible for evaluating and making purchasing decisions.