Each Salesperson Has the Responsibility for a Set Group of Customers.This

question 44

Multiple Choice

Each salesperson has the responsibility for a set group of customers.This group of customers is referred to as the salesperson's .

• A)key accounts
• B)sales territory
• C)sales team
• D)selling center
• E)buying center

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Definitions:

Serial Position Effect

A cognitive phenomenon whereby items at the beginning and end of a list are more likely to be remembered than those in the middle.

Encoding Specificity Effect

The principle that recall is more effective when retrieval conditions are similar to the conditions under which information was encoded.

TOT Effect

The "Tip-of-the-Tongue" phenomenon, where a person cannot recall a specific word or term even though it feels just out of reach.

Serial Position Effect

A cognitive phenomenon where an individual tends to remember the first and last items in a series better than the middle items.