Suppose you are a salesperson engaged in face-to-face communication with a prospective buyer. You notice that the buyer backs away from you each time you step closer. According to the textbook, what is most likely happening?
A) The buyer is not interested in what you are saying.
B) You are invading the buyer's personal zone.
C) You are invading the buyer's public zone.
D) The buyer does not like you.

Question

Quizplus · Accepted Answer

The buyer's physical response of backing away from you each time you step closer indicates that you are invading their personal zone. This could make the buyer feel uncomfortable or threatened, and it is important to respect their boundaries to build trust and rapport in the sales conversation.

Suppose You Are a Salesperson Engaged in Face-To-Face Communication with a Prospective