If Manager Cate Hale Does Not Perform Well on a Project

question 76

Multiple Choice

If manager Cate Hale does not perform well on a project, she blames it on lack of preparedness on her part. Cate can be said to have

• A)agreeableness.
• B)low self-esteem.
• C)negative affectivity.
• D)high extraversion.
• E)an internal locus of control.

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Definitions:

SPIN Approach

A sales technique that focuses on understanding the Situation, Problem, Implication, and Need-payoff to effectively sell a product or service.

Customer Benefit Approach

A sales strategy that focuses on emphasizing the advantages and positive outcomes a customer will gain from a product or service.

Prospect's Response

The reactions or replies given by a potential customer during a sales interaction, which can range from interest to objection.

SPIN Approach

A sales technique based on four types of questions—Situation, Problem, Implication, Need-payoff—aimed at guiding a potential customer through the decision-making process.