Following a Disaster, Those in the Automatic Action Phase

question 33

Multiple Choice

Following a disaster, those in the automatic action phase

• A) cannot fully comprehend what has happened.
• B) experience psychic numbness.
• C) may behave with little awareness of their actions.
• D) use up their reserves of energy and collapse.
• E) may feel weary.

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Definitions:

Decision Maker

An individual or group responsible for making choices that influence outcomes, particularly in business or organizational contexts.

Personal Selling Process

A sequence of seven steps that salespeople follow to acquire new customers and obtain orders: prospecting and qualifying; preapproach; approach; presentation; handling objections; gaining commitment; and follow-up.

Qualified Prospects

Potential customers who have been researched and evaluated and are deemed to have a high likelihood of becoming buyers.

New-business Salespeople

Sales professionals specialized in identifying, engaging, and converting prospects into new customers, vital for business growth and market expansion.