Salespeople Use ________ to Decide Which Element of the Sales

question 60

Multiple Choice

Salespeople use ________ to decide which element of the sales presentation mix to emphasize in a particular presentation.

• A) visual aids
• B) vendor analysis
• C) the customer benefits plan
• D) persuasive communication
• E) a social audit

---

Definitions:

Actor's Behaviour

Refers to the actions and conduct of an individual, especially in a given situation or context.

Attribution Theory

A social psychology theory that explains how individuals pinpoint the causes of their own and others' behavior, emphasizing the role of belief in understanding the social world.

Situational Attribution

The process of attributing a person's behavior to external causes rather than to internal characteristics.

Dispositional Attribution

The process of attributing behavior to an individual's stable personality traits.