Examlex
According to the text, when salespeople alter their sales messages and behaviors during a sales presentation or as they encounter different sales situations they are using:
Value
Enduring concept of good and bad, right and wrong.
Motive
An inner drive or reason that causes a person to act in a certain way or pursue particular goals.
Life Position
A concept from transactional analysis that describes an individual's general attitude towards life and others, which can significantly influence their interactions and relationships.
Social Comparison
The process of evaluating oneself based on comparison with others, influential in shaping self-esteem and social identity.
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