Like Any Effective Salesperson,Frazer Walks into a Customer's Office,shakes Hands,looks

question 22

Multiple Choice

Like any effective salesperson,Frazer walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Frazer will immediately try to create interest in his company's product and establish

• A) which type of follow-up will be needed.
• B) how much time has been allocated for the presentation.
• C) which of the alternative products to demonstrate.
• D) whether to quote a full price or discount price.
• E) where the customer is in the buying process.

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Definitions:

Social Skills Training

A form of behavior therapy used to improve interpersonal skills through direct teaching of desirable behaviors.

Classical Conditioning

The methodology of learning through the habitual association of two stimuli, resulting in a response initially instigated by the second stimulus being later instigated by the first stimulus alone.

Blaming Oneself

The act of holding oneself responsible for certain outcomes or situations, often associated with feelings of guilt or inadequacy.

Situational Causes

Factors in the environment or external circumstances that are believed to cause or influence individuals' behavior and actions.