Which of the following is true of eye contact when selling to a buying group?
A)When answering questions, the salesperson should rapidly scan the room from side to side.
B)When asked a question, the salesperson should immediately refer to his notes and sales aids.
C)The salesperson should maintain eye contact with the established decision makers throughout the presentation.
D)The salesperson should connect with each individual for a few seconds over the course of the presentation.
E)The salesperson should look just over the heads of the group while speaking.

Question

Which of the following is true of eye contact when selling to a buying group?​
A)​When answering questions, the salesperson should rapidly scan the room from side to side.
B)When asked a question, the salesperson should immediately refer to his notes and sales aids.
C)​The salesperson should maintain eye contact with the established decision makers throughout the presentation.
D)​The salesperson should connect with each individual for a few seconds over the course of the presentation.
E)​The salesperson should look just over the heads of the group while speaking.

Quizplus · Accepted Answer

The salesperson should connect with each individual for a few seconds over the course of the presentation to make them feel included and engaged. Maintaining eye contact with only the established decision makers may make others in the group feel left out. Rapidly scanning the room or looking just over the heads of the group may make the salesperson seem unfocused and disinterested. Referring to notes and sales aids immediately when asked a question may come across as unprepared.

Which of the Following Is True of Eye Contact When