When Introduced to the Prospect, Jason Said, "I'll Have to Admit

question 100

Multiple Choice

When introduced to the prospect, Jason said, "I'll have to admit that I am new to selling landscape equipment, but I do want to learn as much as I can. What do you think is the most important tool for a professional landscaper to own?" Jason was using the ________ approach.

• A) curiosity
• B) low-profile
• C) FAB
• D) customer knowledge
• E) opinion

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Definitions:

Distal Goal

A long-term objective that is often more abstract and challenging to achieve than immediate goals.

Training

The process of teaching or learning a particular skill or behavior.

ACT Theory

Adaptive Control of Thought, a theory that describes how human thought and understanding processes adapt to changing conditions and demands.

Adaptive Knowledge

Knowledge that is flexible and can be applied to new situations, allowing individuals to solve problems in a variety of contexts.