Which of the following is most likely to impair a salesperson's potential for making a sale?

• A. Maintaining strong eye contact with the customer
• B. Actively listening to the customer's needs
• C. Displaying a lack of confidence during the sales pitch
• D. Demonstrating enthusiasm about the product

Answer: (C)

Verified step by step guidance

1. Step 1: Understand the role of nonverbal and verbal communication in sales. Strong eye contact, active listening, and enthusiasm are generally positive behaviors that build rapport and trust with customers.
2. Step 2: Recognize that confidence is a key factor in persuasion and credibility. A salesperson who displays confidence is more likely to convince customers of the product's value.
3. Step 3: Analyze how a lack of confidence might affect the customer's perception. It can create doubt about the product and reduce the salesperson's ability to influence the customer's decision.
4. Step 4: Compare the options by considering which behavior would most negatively impact the sales process. While eye contact, listening, and enthusiasm support sales, lack of confidence undermines it.
5. Step 5: Conclude that displaying a lack of confidence during the sales pitch is most likely to impair a salesperson's potential for making a sale because it weakens trust and persuasion.