Salespeople to understand the concept of proxemics

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Reference no: EM132219449

1) What is meant by proxemics? Why is it important for salespeople to understand the concept of proxemics?

2) Discuss how the four sequential elements of sensing, interpreting, evaluating, and responding (SIER) combine to create what is referred to as active listening.

3) Discuss how salespeople use effective questioning to maintain subtle control over the buyer-seller communication dialogue

4) Why is prospecting an important activity for salespeople?

5) What are the disadvantages of cold canvassing prospecting methods? And what are the implications of those disadvantages

6) What types of information should salespeople gather to prepare for sales dialogue? Why is this type of information useful?

Reference no: EM132219449

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