Level of Difficulty 2 Medium Topic Nonverbal Communication Watch for it 18

Level of difficulty 2 medium topic nonverbal

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Level of Difficulty: 2 Medium Topic: Nonverbal Communication: Watch for it 18. Buyers may project caution signals with puzzled expressions. TRUE Quizzical expressions and averted eyes indicate that the buyer is either neutral or skeptical. Such caution signals are important to recognize because they suggest blocked communication. AACSB: Communication Blooms: Understand Futrell - Chapter 04 #18 Learning Objective: 04-04 Define and recognize acceptance; caution; and disagreement nonverbal signals. Level of Difficulty: 2 Medium Topic: Nonverbal Communication: Watch for it
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19. A salesperson can change caution signals into agreement signals by speeding up her planned presentation. FALSE Caution signals should be addressed by proceeding slowly with the presentation. Speeding up is likely to increase the level of confusion or disinterest for the buyer. AACSB: Communication Blooms: Understand Futrell - Chapter 04 #19 Learning Objective: 04-04 Define and recognize acceptance; caution; and disagreement nonverbal signals. Level of Difficulty: 2 Medium Topic: Nonverbal Communication: Watch for it 20. Disagreement signals should alert the salesperson that the prospect is either neutral to or skeptical of what is being said in the sales presentation. FALSE Caution signal indicate neutrality or skepticism from the buyer. Disagreement signals indicate that the seller needs to stop the planned presentation and make adjustments. AACSB: Communication Blooms: Understand Futrell - Chapter 04 #20 Learning Objective: 04-04 Define and recognize acceptance; caution; and disagreement nonverbal signals. Level of Difficulty: 2 Medium Topic: Nonverbal Communication: Watch for it 21. When a salesperson receives disagreement signals, he should immediately stop his planned presentation and quickly adjust to the unplanned situation. TRUE Disagreement signals indicate that the seller needs to stop the planned presentation and make adjustments. Anger or hostility may develop if the presentation continues. AACSB: Communication Blooms: Understand Futrell - Chapter 04 #21 Learning Objective: 04-04 Define and recognize acceptance; caution; and disagreement nonverbal signals.
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Level of Difficulty: 2 Medium Topic: Nonverbal Communication: Watch for it 22. Disagreement signals should be handled by using close-ended questions and projecting acceptance signals. FALSE You should handle disagreement signals as you did caution signals, by using open-ended rather than closed questions. Open-ended questions encourage the buyer to communicate beyond "yes" or "no" answers. AACSB: Communication Blooms: Understand Futrell - Chapter 04 #22 Learning Objective: 04-04 Define and recognize acceptance; caution; and disagreement nonverbal signals. Level of Difficulty: 2 Medium Topic: Nonverbal Communication: Watch for it 23. A senser is a people-oriented individual who is sensitive to people's needs.
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  • Fall '08
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