DECA Hospitality Services Team Decision Making Practice Exam

A client who is resistant to your sales pitch might show his/her defensiveness by?

1. Nodding in agreement

2. Crossing his/her arms

3. Making eye contact

4. Smiling frequently

The correct answer is: Crossing his/her arms

A client who is resistant to a sales pitch often exhibits body language that signals defensiveness. One clear indicator of such defensiveness is crossing their arms. This gesture is typically interpreted as a barrier or a protective stance, suggesting that the individual may feel uncomfortable or resistant to the ideas being presented. When arms are crossed, it can also imply that the person is closing themselves off from further engagement or alternative viewpoints. This behavior often occurs when someone feels defensive or is not open to persuasion, as it symbolizes a desire to shield oneself from what is being communicated. In contrast, actions like nodding in agreement, making eye contact, or smiling frequently would generally signal openness and receptiveness, which is the opposite of what is indicated by crossing one's arms.