Which of the following statements describes a problem the speaking-listening differential may cause?
A) The quality of the salesperson's handshake becomes more important.
B) The customer may accuse the salesperson of backdoor selling.
C) The buying center will have multiple gatekeepers.
D) Salespeople often become lazy listeners.
E) Salespeople will have trouble making appointments with prospects.

Question

Quizplus · Accepted Answer

The speaking-listening differential refers to the tendency for people to speak more than they listen. This can result in salespeople becoming lazy listeners, which is a problem as they may miss out on important information that could help them make a sale.

Which of the Following Statements Describes a Problem the Speaking-Listening