"I Don't Understand Why You're Afraid to Commit to This

question 49

Multiple Choice

"I don't understand why you're afraid to commit to this new ad program," said Barry,a sales representative of a popular radio station,to the marketing manager of a large retail store."Our radio station is offering you a chance to be heard around the clock and all over town.If you sign today,we can have your ad on air starting the day after tomorrow.No other radio station offers such an extensive advertising service.So,would you prefer your ad being broadcast every 60 minutes or every 30 minutes?" In this scenario,Barry would be classified as a(n) _____ salesperson.

• A) aggressive
• B) empathetic
• C) unassertive
• D) passive
• E) submissive

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Definitions:

Internal

Relating to or situated on the inside; pertaining to the inner characteristics or features of something.

External Orientation

Describes a focus on the external environment and factors outside oneself, in contrast to internal thoughts and feelings.

Julian Rotter

An American psychologist known for developing the social learning theory and the concept of locus of control.

Adler's Concept

Refers to the theories and ideas of Alfred Adler, emphasizing the importance of feelings of inferiority and the striving for superiority as driving forces in human behavior and personality development.