A Sales Rep Is Making a Sales Call to a Potential

question 90

Short Answer

A sales rep is making a sales call to a potential corporate customer. The sales rep is explaining how the product will help the customer increase productivity using facts and figures from prior customers. Which individual tactic is the sales rep using in this situation? a. rational persuasuon
b. inppirational appeals
c. consultation
d. ingratiation
e. personal appeals
f. exchange
g. coalition
h. legitimization
i. pressure

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Definitions:

Heuristic

Cognitive shortcuts or rules of thumb that simplify decision making, often at the expense of accuracy or completeness.

Mechanical Procedure

A process or operation that is carried out with machinery or equipment rather than by hand or through human effort.

Expert

An individual with advanced knowledge or skills in a specific area, resulting from significant experience, research, or education.

Conceptual Network Approach

A method in cognitive psychology that describes how concepts and their properties are interconnected in the mind to form a network.