Which of the Following Statements Is True About the Importance

question 54

Multiple Choice

Which of the following statements is true about the importance of knowledge in adaptive selling?

• A) Product knowledge is more important than the knowledge of sales situations.
• B) Categorizing sales situations and customers is often done on an arbitrary basis.
• C) The benefits of organizing knowledge into categories are limited to the group of salespeople developing these categories.
• D) Most salespeople find that three categories are sufficient to classify their customers.
• E) By developing categories of customer types or types of sales situations,salespeople free up their mental capacity to think more creatively.

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Definitions:

Fear of Rat

An irrational and intense fear of rats, technically known as musophobia.

Conditioning

A process of behavior modification by which a subject comes to associate a desired behavior with a previously unrelated stimulus.

Metronome

A device used to mark time at a selected rate by giving a regular tick sound.

Biscuit

A baked food item, typically flour-based, that varies significantly between regions; in the U.S., it refers to a soft bread roll, while in the U.K. it is akin to what Americans call a cookie.