Instead of Describing the Product,a Salesperson Was Listening to a Customer

question 8

Multiple Choice

Instead of describing the product,a salesperson was listening to a customer speak,while nodding her head and using expressions like,"Really?" "Uh-huh," and "That's interesting" in order to encourage the customer to keep talking.The salesperson is:

• A) trying to find the appropriate time to close the sale.
• B) engaging in passive listening.
• C) engaging in active listening.
• D) encouraging active speaking.
• E) none of the above.