Which of the following can be done by salespeople to send strong signals of interest and understanding to potential buyers?
A) Avoiding eye contact with the sender
B) Restating and paraphrasing the sender's message
C) Avoiding asking questions once the sender's message is received
D) Avoiding smiling and nodding when the sender is speaking
E) Evaluating the message after the sender is through speaking
Question 2
In deciding which trade shows to attend, some business marketing strategists turn to reports published by Exhibit Surveys, Inc, a company that surveys trade show audiences. One useful tool that they provide measures the percentage of the audience planning to buy the products being exhibited within the next 12 months. This is called:
A) Surveys of Industry Purchasing Power.
B) Controlled Audience Index.
C) Total Buying Plans.
D) Buying Power Index.
E) Net Buying Influences.
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