During the Prospecting Stage, a Salesperson Needs to Identify the Good

question 32

Multiple Choice

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

• A) closing
• B) satisficing
• C) presenting
• D) qualifying
• E) approaching

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Definitions:

Projective Tests

Psychological assessments that use ambiguous or unstructured test materials to elicit responses that reflect the respondent's personality traits, fears, and desires.

High-interest Credit Cards

Credit cards that charge high rates of interest compared to others, often leading to higher costs for borrowers who carry a balance.

Self-serving Bias

A common tendency to attribute one's successes to personal traits and failures to external factors, protecting self-esteem.

Reciprocal Determinism

The theory proposing that an individual's behavior is both influenced by and influences their personal factors and the environment.