In Giving a Reason Why an Appointment Should Be Granted

question 80

True/False

In giving a reason why an appointment should be granted, a well-informed salesperson can appeal to the prospect's primary buying motive as related to one of the benefits of the salesperson's offering.

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Definitions:

Conformity Hypothesis

A theory suggesting that individuals adjust their attitudes, beliefs, or behaviors to align with the norms of a group, often in response to real or imagined group pressure.

Coaction Effect

The phenomenon that individuals perform tasks better or work harder in the presence of others doing the same task.

Audience Effect

The impact that the presence of spectators has on an individual's performance, often resulting in enhancements or deteriorations.

Energy Motivation

The drive to engage in activities due to an intrinsic desire to expend energy and seek stimulation.