Instead of describing the product,a salesperson was listening to a customer speak,while nodding her head and using expressions like,"Really?" "Uh-huh," and "That's interesting" in order to encourage the customer to keep talking.The salesperson is:
A) trying to find the appropriate time to close the sale.
B) engaging in passive listening.
C) engaging in active listening.
D) encouraging active speaking.
E) none of the above.

Question

Quizplus · Accepted Answer

The salesperson is engaged in active listening, which involves focusing on the speaker, nodding or using verbal cues to encourage them to keep talking, and showing a genuine interest in what they are saying. This helps to build rapport and trust with the customer, and can lead to a better understanding of their needs and preferences. Option A is incorrect because the salesperson is not trying to close the sale at this point, but rather building the relationship with the customer. Option B is incorrect because passive listening involves simply hearing what the customer is saying without actively engaging or responding. Option D is not a recognized term in communication skills, and option E is incorrect as there is a clear choice that applies.

Instead of Describing the Product,a Salesperson Was Listening to a Customer