The Most Likely Reason for Salespeople to Make Follow-Up Telephone

question 14

Multiple Choice

The most likely reason for salespeople to make follow-up telephone calls to customers is that:

• A)follow-up calls are more efficient than e-mails
• B)sales managers cannot make all the calls themselves
• C)the customer may place repeat orders during a phone call
• D)customer service representatives cannot be trusted to make the calls
• E)the customers are certain to have complaints and issues that need to be addressed

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Definitions:

Social Desirability

The habit of people replying to questions in such a way that they think will impress or be approved by others.

Biological Motives

Biological motives refer to the innate drives that guide behavior and are necessary for survival, such as hunger, thirst, and the need for sleep.

Personal Projects

Individual pursuits or tasks that a person undertakes, reflecting personal goals or desired outcomes.

Brian Little

A distinguished research psychologist known for his studies on personality psychology and personal projects.