Caution Signals Are Important to the Success of the Salesperson

question 139

Multiple Choice

Caution signals are important to the success of the salesperson because:

• A)if they are not properly handled, they may evolve into disagreement signals.
• B)they indicate the salesperson is too far away from the prospect and should move closer to build intimacy.
• C)the salesperson must respond with similar signals to proceed on an equal footing with her buyer.
• D)they signal the salesperson to speed up his or her presentation.
• E)they warn the salesperson to close the deal before he leaves because if he doesn't a competitor will.

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Definitions:

Long-term Memory

A type of memory responsible for the storage of information over an extended period, ranging from days to decades.

Working Memory

A cognitive system with a limited capacity that is responsible for temporarily holding information available for processing and manipulation.

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The consumption of an excessive amount of alcohol in a short period of time, typically as a way to achieve drunkenness rapidly.

Academic Stress

The emotional or mental strain experienced by students due to the demands of their educational environment.