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refers to the personal distance that individuals prefer to keep between themselves and other individuals and is an important element of nonverbal communication. The distance that one places between oneself and others implies a meaningful message and affects teh outcome of the selling process. If a salesperson pushes too close to a prospect whor requires more distance, the prosepect may hperceive the salesperson ato be manipulative, intimidating, and possibly threatening however, salespeople who put too much distance between themselves and the customer risk being perceived as rigidly formal, aloof or even apprehensive.

Proxemics differs across cultures and regions of the world.
IE
North African and Latin america business is conducted at a much closer distance than in north america. as Depicted in figure 4.4 pg 102.
North american generally recognize four distinct proxemic zones. the intimate zone is reserved for intimate relationships with immediate family and loved one. The personal zone is for personal relationships with close friends and associates. The social zone is for business client relationships and is the zone in which most business is conducted. the public zone is for the general public and group settings such as classrooms and presentations.

it is critical that salespeople understan the proxemics and monitor the progression of their buyer-seller relationships so as to position themselves with different customer properly. Typically, salespeople begin working with a prospect at teh far end of the social zone. As the salesperson buyer reltionship develops, the saleperson is in a position to move closer without violating the customer's space and causing him or her to become defensive.