Which of the Following Is Most Accurate with Respect to a Buyer's

question 28

Multiple Choice

Which of the following is most accurate with respect to a buyer's expectations for salespeople?​

• A)​Buyers expect salespeople to be self-serving.
• B)Buyers expect salespeople to be driven solely by profit.
• C)​Buyers usually have little to no expectations for salespeople.
• D)​Buyers expect salespeople to contribute to the success of the buyer's firm.
• E)​Buyers expect salespeople to close a sale quickly and move on.

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Definitions:

Implicit Theories

Beliefs or assumptions that individuals hold about how certain traits or abilities can change over time; these often guide behavior and interpretations of oneself and others.

Achievement Domains

Relate to specific areas or fields where an individual can accomplish, succeed, or excel, such as academics, sports, or the arts.

S-R Association Theory

A psychological theory suggesting that behavior is a result of the association between stimuli (S) and responses (R) learned through conditioning.

Social Learning

The process of learning behaviors through the observation of others, essential in understanding how people acquire new behaviors.