Johnathan Was Almost Finished with His Sales Presentation to the Head

question 93

Multiple Choice

Johnathan was almost finished with his sales presentation to the head procurement officer for a major hotel chain when the prospect stood and said, "Thank you for coming by, Johnathan!" What kind of objection is the salesperson experiencing?

• A)hidden objection
• B)source objection
• C)stalling objection
• D)no-need objection
• E)product objection

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Definitions:

Cognitive Dissonance

A psychological theory which proposes that individuals experience discomfort when holding two or more conflicting cognitions, leading them to change their beliefs, attitudes, or actions to reduce the discomfort.

Implicit Prejudice

Unconscious or automatic negative evaluations or beliefs about a group or its members.

Explicit Prejudice

Openly expressed negative attitudes or beliefs toward a group or its members based on their perceived characteristics.

Group Polarization

The phenomenon where discussions within a group lead to the adoption of more extreme positions or attitudes than the initial inclinations of its members.