It Is Important for the Salesperson to Pay Close Attention

question 29

Multiple Choice

It is important for the salesperson to pay close attention to the buyer's interests during the need discovery phase to:

• A)uncover the dominant buying motives
• B)lengthen the selling cycle
• C)determine the value proposition of the product
• D)create peer pressure
• E)use style flexing

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Definitions:

Independent

Referring to variables in a statistical model that are not influenced by other variables in the model, suggesting no association between them.

Random Variable

A variable capturing the numerical consequences of randomness in events.

Weekly Income

The total amount of money earned or received as compensation over the course of a week.

Standard Deviation

A measure of the amount of variation or dispersion of a set of values; a low standard deviation indicates that the values are close to the mean, while a high standard deviation indicates greater spread.