Caution signals are important to the success of the salesperson because:
A)if they are not properly handled, they may evolve into disagreement signals.
B)they indicate the salesperson is too far away from the prospect and should move closer to build intimacy.
C)the salesperson must respond with similar signals to proceed on an equal footing with her buyer.
D)they signal the salesperson to speed up his or her presentation.
E)they warn the salesperson to close the deal before he leaves because if he doesn't a competitor will.

Question

Quizplus · Accepted Answer

Caution signals are indications of potential objections or concerns from the prospect. If not properly addressed, they can escalate into disagreement signals or outright rejections. It is important for the salesperson to handle them effectively and address the underlying issues to avoid losing the sale.

Caution Signals Are Important to the Success of the Salesperson