The ELMS System

question 63

Multiple Choice

The ELMS system:

• A) is used by the home office not by the individual salesperson.
• B) classifies prospects according to how and when they were qualified.
• C) classifies accounts to extra-large, large, medium, and small accounts.
• D) categorizes according to geographic location relative to the home office.
• E) classifies according to time spent on average with each buyer.

Explain the physiological mechanisms underlying vision and hearing.

Comprehend how perception is constructed from sensory inputs.

Understand the principles of color perception and light wave properties.

Understand the structure and function of the human sensory systems.

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Definitions:

Long Work Hours

Extended periods of working time that exceed the standard workday, often leading to stress and health issues.

Conflicting Work Demands

Situations in which an employee faces opposing requirements or tasks, creating stress or difficulty in prioritization.

Negative Affectivity

A personality characteristic that involves the propensity to experience negative emotions more frequently and intensely.

Heavy Workload

The condition of having a large amount of work to do in a limited amount of time.