Salespeople begin working with a prospect at the far end of the social zone and move closer as the relationship develops.

Question

Quizplus · Accepted Answer

This is true. The social zone refers to the physical distance between two people during communication, and the farther end of the zone represents a more formal or distant relationship while closer distances indicate a closer or more intimate relationship. As the salesperson builds rapport and trust with the prospect, they can move closer into the personal zone for a more comfortable and effective interaction.

Salespeople Begin Working with a Prospect at the Far End