When Preparing a Sales Presentation to a Prospect with a Thinker

question 75

Multiple Choice

When preparing a sales presentation to a prospect with a thinker personality, a salesperson should pay attention to all of the points, EXCEPT?

• A) Prospect will probably desire being presented with many precise options.
• B) Prospect will probably desire to understand the details.
• C) Prospect will probably desire an option that meets all of their criteria.
• D) Prospect will probably desire an organized, detailed discussion and presentation.
• E) Prospect will probably desire a discussion that helps facilitate a decision.

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Definitions:

Information Processing

A theory in cognitive psychology that likens the human mind to a computer, focusing on how people process various stimuli coming in from the environment.

Brain Functions

Various activities carried out by the brain, including processing sensory information, regulating bodily functions, and facilitating cognitive processes like thinking and reasoning.

Ecological Validity

The extent to which research findings can be generalized to real-life settings.

Experimental Control

The practice in scientific experiments of keeping variables constant except for the variable being tested, ensuring that observed effects can be attributed to the variable of interest.