Which of the Following Reflects Why It Is Important for Salespeople

question 16

Multiple Choice

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

• A) Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers.
• B) Qualifying prospects increases the probability that the prospect will become a customer.
• C) Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy.
• D) Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods.
• E) All of the above reflect why prospecting is important.

Understand the emotional reactions of individuals when they encounter members of outgroups.

Grasp the concept and effectiveness of the jigsaw technique in reducing intergroup conflict.

Explain the role of reciprocity in conflicts between groups using specific examples.

Compare and contrast theories of intergroup conflict and their perspectives on the inevitability of disputes.

---

Definitions:

Onlooker Play

A stage of play where children watch others play but do not engage in it themselves, allowing them to learn and prepare for future participation.

Formal Games

Formal games are structured forms of play, often with defined rules and objectives, differing from spontaneous or informal games.

Motor Skills

Abilities required to perform precise movements smoothly, generally categorized into fine motor skills and gross motor skills.

Sensorimotor Stage

The first stage in Piaget's theory of cognitive development (birth to about 2 years), where infants learn through sensory and motor interactions.