A person (buyer) has four main types of distance to consider. List and briefly describe each type.
Answer: A person (buyer) has four main types of distance to consider:
a. Intimate space of up to 2 feet, or about arm's length, is the most sensitive zone, since it is reserved for close friends and loved ones. To enter intimate space in the buyer-seller relationship, for some prospects, could be socially unacceptable— possibly offensive.
During the presentation, a salesperson should carefully listen and look for signs that indicate the buyer feels uncomfortable—perhaps that the salesperson is too close. A buyer may deduce from such closeness that the salesperson is attempting to dominate or overpower the buyer. This feeling can result in resistance to the sales- person. If such uneasiness is detected, the salesperson should move back, which reassures the customer.
b. Personal space is the closest zone a stranger or business acquaintance is normally allowed to enter. Even in this zone, a prospect may be uncomfortable. Barriers, such as a desk, often reduce the threat implied when someone enters this zone.
c. Social space is the area normally used for a sales presentation. Again, the buyer often uses a desk to maintain a distance of 4 feet or more between buyer and seller. Standing while facing a seated prospect may communicate to the buyer that the sales- person seems too dominating. Thus, the salesperson should normally stay seated to convey a relaxed manner.
A salesperson should consider beginning a presentation in the middle of the social distance zone, 6 to 8 feet, to avoid the prospect's erecting negative mental barriers. This is especially true if the salesperson is not a friend of the prospect.
d. Public space can be used by the salesperson making a presentation to a group of people. It is similar to the distance between teacher and student in a classroom. People are at ease, and thus easy to communicate with, at this distance because they do not feel threatened by the salesperson.