Why Are Existing Sales Job Descriptions Often Out of Date

question 11

Essay

Why are existing sales job descriptions often out of date?

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Definitions:

Availability Heuristic

A cognitive bias wherein individuals judge the probability of events based on how easily examples come to mind.

Representativeness Heuristic

A cognitive shortcut that involves making judgments about the probability of an event under uncertainty, based on how much it resembles the typical case.

Theory of Mind

The ability to attribute mental states—beliefs, intents, desires, emotions, knowledge—to oneself and others, and to understand that others have beliefs, desires, and intentions that are different from one's own.

Transference

The process by which emotions, desires, or expectations are redirected and applied to a new object or person, often unconsciously and stemming from previous relationships.