Naven Knows That He Needs to Ask a Series of Questions

question 91

Multiple Choice

Naven knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he

• A) should take control of the conversation.
• B) should ask questions only if he already knows the answers.
• C) needs to first determine whether the customer is an order getter or order taker.
• D) needs to listen carefully to the answers.
• E) should follow a strict structure with his questions.

Identify the types of applications used for specific tasks such as reporting and budgeting.

Understand the historical context and implications of the Monroe Doctrine.

Identify the main goals of American foreign policy.

Recognize the influence of key American figures on foreign policy decisions.

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Definitions:

Distinctiveness

Refers to how much an object or person stands out as compared to others in the same category or environment.

Consistency

The quality of achieving a level of performance which does not vary greatly in quality over time.

Frequency

In general terms, the rate at which something occurs over a particular period of time or in a given sample.

Actor-observer Bias

A cognitive bias that affects the way we attribute causes to our own behaviors versus those of others, often attributing our own actions to situational factors while attributing others' actions to their personality or character.