Jennifer walks in to her customer's office and immediately the customer begins talking about his problems both at work and at home. Jennifer had a sales presentation prepared for the customer but, instead quietly listens, asking questions where appropriate and offering support when appropriate. Jennifer is practicing the:
A) paraphrasing what a prospect says mirroring technique
B) active listening.
C) body language agreement method
D) tolerating silence presentation format
E) low-context, high-context differential

Question

Quizplus · Accepted Answer

Jennifer is actively listening to her customer by paying attention, asking questions, and providing support. She is not using any specific technique such as paraphrasing or using body language agreement. The other options, tolerating silence presentation format and low-context, high-context differential, are irrelevant in this context.

Jennifer Walks in to Her Customer's Office and Immediately the Customer