Fundamentals of Selling 13th Edition by Charles Futrell

تمرين 15

You arrive at the industrial purchasing agent's office on time. This is your first meeting. After you have waited five minutes, the agent's secretary says, "She will see you." After the initial greeting, she asks you to sit down.
For each of these three situations determine:
a. What nonverbal signals is she communicating
b. How would you respond nonverbally
c. What would you say to her
(1) She sits down behind her desk. She sits up straight in her chair. She clasps her hands together and with little expression on her face says, "What can I do for you "
(2) She sits down behind her desk. She moves slightly backward in her chair, crosses her arms, and while looking around the room says, "What can I do for you "
(3) She sits down behind her desk. She moves slightly forward in her chair, seems hurried, yet is relaxed toward your presence. Her arms are uncrossed. She looks you squarely in the eye, and with a pleasant look on her face says, "What can I do for you "