Which of the following statements describes a problem the speaking-listening differential may cause?
A)The quality of the salesperson's handshake becomes more important.
B)Centralized buying may take the customer firm's buying function out of the salesperson's territory.
C)The buying center will have multiple gatekeepers.
D)The salesperson may not know what the prospect wants even after the prospect has told him or her.
E)Salespeople will have trouble making appointments with prospects.

Question

Quizplus · Accepted Answer

The speaking-listening differential may cause a problem if the salesperson does not fully understand what the prospect wants, even if the prospect has told them. This is because of a lack of active listening skills or misinterpretation of the prospect's needs.

Which of the Following Statements Describes a Problem the Speaking-Listening