As a Salesperson, You Should Know That the Second of the Five

question 35

Multiple Choice

As a salesperson, you should know that the second of the five mental steps that a prospect goes through in deciding to buy from you is:

• A) interest.
• B) insight.
• C) intent.
• D) inference.
• E) incubation.

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Definitions:

Social Schema

A mental framework that enables individuals to organize and interpret social information.

Fundamental Attribution Error

The tendency to overemphasize personality-based explanations for others' behaviors in situations, while underemphasizing the role of external factors.

Latitude of Acceptance

The range of ideas that an individual sees as reasonable or worthy of consideration.

Social Psychology

A branch of psychology that deals with social interactions, including their origins and their effects on the individual.