Instead of Describing the Product, the Salesperson Was Nodding Her

Multiple Choice

Instead of describing the product, the salesperson was nodding her head and using expressions like, "Really?" "Uh-huh," and "That's interesting." The salesperson is:

A) trying to find the appropriate time to close the sale.
B) dealing with customer objections.
C) engaging in active listening.
D) watching for nonverbal communication to see if the customer really meant what he was saying.
E) encouraging active speaking.