Jennifer walks in to her customer's office and immediately the customer begins talking about his problems both at work and at home. Jennifer had a sales presentation prepared for the customer but, instead quietly listens, asking questions where appropriate and offering support when appropriate. Jennifer is practicing:
A)the paraphrasing what a prospect says mirroring technique.
B)active listening.
C)the body language agreement method.
D)the tolerating silence presentation format.
E)the low-context, high-context differential.

Question

Quizplus · Accepted Answer

Jennifer is demonstrating active listening by fully focusing on the customer's concerns, asking clarifying questions and offering supportive comments. She is not interrupting or redirecting the conversation towards her sales presentation, rather respecting the customer's need to share their concerns.

Jennifer Walks in to Her Customer's Office and Immediately the Customer