According to the model of active listening described in the text, after sensing the buyer's message the salesperson is ready to respond.
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Q70: A salesperson will use Transition questions to
Q71: Pictures are an important part of effective
Q72: Are you interested in making a purchase
Q73: Projection questions ask the buyer to describe
Q74: After sensing and interpreting a message, the
Q76: An important part of listening is visual
Q77: Salespeople exhibiting poor grammar will have a
Q78: With respect to SIER, sensing refers to
Q79: Active listening requires both cognition and concentration.
Q80: Premature evaluation of what the buyer is
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