When Sales Representatives Decide How to Allocate Their Scarce Time

question 4

Multiple Choice

When sales representatives decide how to allocate their scarce time among prospects and customers, it is called:

• A) Prospecting
• B) Targeting
• C) Servicing
• D) None of the above

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Definitions:

Frontal Lobe

The part of the brain associated with decision making, problem solving, control of purposeful behaviors, consciousness, and emotions.

Hippocampus

A region of the brain that is associated with memory formation, navigation, and the consolidation of information from short-term to long-term memory.

Learned Response

A behavior that has been acquired through conditioning, where an individual learns to respond in a specific way to a stimulus after repeated exposure.

Ingroup Bias

Preference for members of one's own social group over those in other groups, often leading to prejudice and discrimination.