As the Salesperson Entered the Room, He Stumbled and Almost

question 86

Short Answer

As the salesperson entered the room, he stumbled and almost fell. Then he forgot how to pronounce the prospect's name. After taking a few cleansing breaths, the salesperson was able to do a great sales presentation, but he never got the prospect's full attention. What concept describes the prospect's assumption that the bumbling salesperson would not be competent enough to provide her company with necessary products?