When Presenting Solutions, Chris (A Salesperson)often Has to Handle Buyer

question 15

Multiple Choice

When presenting solutions, Chris (a salesperson) often has to handle buyer resistance. Chris should think of buyer resistance as a(n) ___________ event.

• A) Negative
• B) Unimportant
• C) Positive
• D) A buyer initiated challenge (BIC)
• E) Show stopper

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Definitions:

Symbolic Functioning

The ability of a person, typically developing in early childhood, to use symbols, signs, or objects to represent something that is not physically present.

Sensorimotor Period

The first stage of Jean Piaget's theory of cognitive development, occurring from birth to about 2 years of age, where infants learn through interacting with their environment.

Goal-Directed Behavior

Action taken by an individual that is intended to lead to the achievement of a specified outcome or goal.

Mental Representation

An internal image of a past event or object.