As the Trainee Watched the Experienced Salesperson Make a Call

question 59

Essay

As the trainee watched the experienced salesperson make a call on a prospective client, the trainee noticed several instances of silence during the presentation. Why didn't the salesperson continue talking during the entire presentation?

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Definitions:

Human Vision

The ability of the eyes and brain to process light stimuli into images, enabling sight.

Candle Flame

The visible, luminous part of a candle that produces light and heat from the combustion of the candle’s fuel.

Absolute Threshold

The minimum intensity of a stimulus that one can detect 50% of the time.

Psychophysical Threshold

The minimum level of stimulus intensity needed for detection by sensory systems.