Shared Group Expectations About How Particular Group Members Are Expected

question 94

Multiple Choice

Shared group expectations about how particular group members are expected to behave are called __________.

• A) norms
• B) expectancy effects
• C) roles
• D) collective standards

Recognize the significance of first impressions in sales.

Understand the role of questions in sales discussions and the SPIN approach.

Comprehend the impact of personal appearance and attitude on sales.

Know the importance of demonstrating product knowledge.