Moving from a Transactional Model of Sales to an Integrative

question 33

Multiple Choice

Moving from a transactional model of sales to an integrative model of sales requires a move from:

• A)asking questions to answering questions
• B)communicating directly to communicating partially
• C)a win-lose mentality to a win-win mentality
• D)a paradigm of excellence to a paradigm of empathy
• E)a repeat model to an episodic model

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Definitions:

Hostile Sexism

Refers to openly negative attitudes and stereotypes about women, which are based on the belief in their inferiority to men.

Benevolent Sexism

A form of sexism that is couched in terms of positive stereotypes and affections toward women, paradoxically undermining gender equality.

Ambivalent Sexism

A theory suggesting sexism comprises two interconnected components: hostile sexism which is overtly negative, and benevolent sexism which is subjectively positive yet reinforces traditional gender roles.

Avoidance

A behavioral response aimed at preventing exposure to unpleasant or harmful stimuli and situations.