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Test Gesture Analysis in Decision Making
Agenda
QUESTION 1: What does rubbing or stroking your chin generally indicate?
Indicates extreme boredom and a desire to sleep
Indicates that you are seriously considering the proposal
Indicates itchy skin due to allergies
Indicates latent aggression against the speaker
QUESTION 2: What should you do if your interlocutor starts rubbing his or her chin during your proposal?
Talking faster to close the deal
Immediately interrupting to ask what you think
Offer a discount before he finishes his thoughts
Give him time and space, don't interrupt his internal process
QUESTION 3: What post-evaluation gesture indicates that the decision is likely to be negative?
Leaning back, crossing your arms or adopting a closing posture
Leaning forward with eyes wide open
Smile broadly with teeth showing
Putting the palms of your hands up on the table
QUESTION 4: Why does the text recommend interrupting or acting before the person verbalizes "No"?
Because it shows weakness on the part of the salesperson
Because it interrupts the natural flow of the conversation
Because the principle of consistency makes it much more difficult to change the salesperson's mind
Because it is impolite to let the customer speak first
QUESTION 5: What should you do to reopen the dialogue if you perceive an imminent refusal?
Accept defeat and politely walk away
Ask questions about what additional information you need or what generates doubts
Ignore the signal and continue talking about your product
Changing the subject radically to distract the customer
QUESTION 6: According to studies, how do people who make important decisions tend to have their feet?
With legs crossed at the ankles
With one foot raised on the chair
With feet in constant motion (fidgeting)
With an anchored posture and both feet firmly planted on the floor
7TH QUESTION: What does it mean if the interlocutor crosses his or her leg and also holds it with his or her hands?
Stubbornness and inflexibility
Relaxation and absolute confidence
Physical pain in the extremities
Open-mindedness to new ideas
8th QUESTION: What is a subtle strategy to get someone to "disarm" a closed posture?
Verbally telling her to uncross her legs please
Stare at his legs until he realizes it
Offering him a document or forcing him to move to look at something
Move your own chair to be closer
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