A Memorized, Standardized Message Conveyed to Every Prospect Is Referred

question 160

Multiple Choice

A memorized, standardized message conveyed to every prospect is referred to as a

• A) stimulus-response presentation.
• B) canned sales presentation.
• C) directed selling presentation.
• D) mnemonic sales format.
• E) standardized sales format.

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Definitions:

Role Distancing

A concept that describes when individuals distance themselves from a role they are expected to play to avoid fully identifying with it.

Social Exchange

A theory in social science that posits human relationships are formed by the use of a subjective cost-benefit analysis and the comparison of alternatives.

Stereotypes

Oversimplified generalizations about groups of people that may lead to misconceptions and prejudicial attitudes.

Social Organizations

Structured groups or entities that are formed for the purpose of achieving specific goals or meeting certain needs.