Anthony Is Going on His First Sales Call, and He

question 72

Multiple Choice

Anthony is going on his first sales call, and he is very nervous. A professional salesperson would most likely tell Anthony that the key to selling success is the willingness to:

• A) motivate the customer to buy even if the customer does not really need the product.
• B) continually monitor the competition.
• C) plan and rehearse the sales call.
• D) ignore customer objections.
• E) schedule the length of each sales call to be no more than 30 minutes.

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Definitions:

Information-Processing Abilities

Cognitive functions related to how an individual perceives, analyzes, manipulates, uses, and remembers information.

Gc

General crystallized intelligence, referring to the ability to use learned knowledge and experience.

Formal Learning

A structured educational process, often occurring in an institutional setting like schools or universities, following a curriculum.

General Ability Factor

A construct that represents the overall cognitive abilities of an individual, often derived from various intelligence test scores.