Which of the following problems is associated with the speaking-listening differential?
A) The quality of a salesperson's handshake becomes highly important.
B) Customers are more likely to accuse salespeople of backdoor selling.
C) Buying centers are more likely to have multiple gatekeepers.
D) Salespeople often become lazy listeners.
E) Salespeople have trouble making appointments with prospects.

Question

Quizplus · Accepted Answer

The speaking-listening differential refers to the difference between the amount of time people spend speaking versus listening in a conversation. This can lead to salespeople becoming lazy listeners, as they may be more focused on talking than on actively listening to their customers' needs and concerns.

Which of the Following Problems Is Associated with the Speaking-Listening