Hand Gestures Can Convey Significant Information to Salespeople

question 71

Multiple Choice

Hand gestures can convey significant information to salespeople.When selling in an international environment,salespeople should remember that hand gestures mean:

• A) the prospect is ready to end the interview.
• B) the same thing in all cultures.
• C) the prospect strongly agrees with what the salesperson has said.
• D) different things in different cultures.
• E) the prospect strongly disagrees with what has been said.

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Definitions:

Fixed-Interval Reinforcement

Giving out a reward after a certain amount of time has passed.

Variable-Interval Reinforcement

Giving out a reward after a random amount of time has passed.

Fixed-Ratio Reinforcement

Giving out a reward after a certain number of behaviors.

Positive Reinforcement

A process in psychology where behaviors are increased or strengthened by providing a reward or positive outcome after the desired behavior is performed.