A Theory Is

question 154

Multiple Choice

A theory is:

• A) based only on critical factors or variables.
• B) a simplified abstraction of the real world.
• C) a detailed description of reality.
• D) a and b

Identify the principles of professional selling and the value of strategic customer relationships.

Understand key components and practices in customer relationship management.

Recognize the importance and structure of planning sales calls.

Comprehend the purpose and elements of sales call objectives.

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Definitions:

Lowball Procedure

The lowball procedure is a psychological technique used in persuasion and sales where an initially favorable offer is made, only to have terms less favorable to the buyer introduced later.

Expensive Extra Equipment

Items or tools that are not included with the basic package of a product and are often high in price.

Test Drive

A trial use of a car before purchase, allowing potential buyers to experience the vehicle's performance, features, and suitability for their needs.

Foot-In-The-Door Approach

A persuasion technique that involves getting a person to agree to a small request to increase the chances that they'll agree to a larger request later.