The Selling Process Consists of Several Steps That the Salesperson

question 4

Multiple Choice

The selling process consists of several steps that the salesperson must master,focusing on the goals of _ and from them.

• A)overcoming objections;developing relationships
• B)closing sales;getting orders
• C)getting new customers;obtaining orders
• D)managing old customers;following up
• E)getting new customers;obtaining service ideas

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Definitions:

Expectancy

A person's belief about the likelihood of achieving success in a specific situation, often influencing motivation and behavior.

Instrumentality

The belief or expectation that performing a certain behavior will lead to a particular outcome or reward.

Psychological Needs

Fundamental emotional or cognitive requirements for well-being and effective functioning, such as autonomy, competence, and relatedness.

Autonomous Motivation

The drive to perform an activity for its inherent satisfaction or enjoyment, rather than external pressures or rewards.