Sandy Is a Salesperson for XYZ Computer Co

question 113

Multiple Choice

Sandy is a salesperson for XYZ Computer Co. As she moves into the presentation portion of the sales process, Sandy should do all of the following except:

• A) convey to the buyer how her product will meet the buyer's confirmed needs
• B) explain how the product's features translate into meaningful benefits
• C) convince the buyer that Sandy's product is the lowest price product on the market
• D) provide rationale for why the prospect should buy from Sandy as opposed to one of Sandy's competitors
• E) Sandy should do all of the above

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Definitions:

Assimilation

In psychology, the cognitive process of fitting new information into existing cognitive schemas, perceptions, and understanding.

Accommodation

In cognitive psychology, the process of modifying existing cognitive schemas, perceptions, and understanding to incorporate new information.

Infantile Amnesia

The inability of adults to recall autobiographical memories from the first few years of life, typically before the age of 3 or 4.

Conscious Memories

Memories that can be intentionally recalled, such as facts or events that one has consciously experienced and stored in memory.