How Do Salespeople Acquire Knowledge About Company Products and Policies,customer

question 66

Essay

How do salespeople acquire knowledge about company products and policies,customer needs,and selling situations?

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Definitions:

Unstable Attributions

Refers to the tendency to make inconsistent explanations for the behavior of oneself or others.

Internal Attribution

The process of explaining an individual's behavior by attributing it to internal characteristics, such as personality traits, motives, or attitudes, rather than external factors.

Internal Attributions

The process of ascribing the cause of one's own or others' behavior to personal characteristics or traits rather than to external factors.

External Attributions

The process of inferring that a person's behavior is due to situational factors, rather than aspects of the individual themselves.