To Handle Questions That Arise During a Group Dialogue Effectively

question 88

Multiple Choice

To handle questions that arise during a group dialogue effectively, a salesperson should:

• A) request the group members to ask questions at the end of the sales dialogue.
• B) listen carefully and maintain eye contact with the person asking the question.
• C) attempt to provide an answer that does not encourage further questions from the group.
• D) glance at his or her sales materials when a person is asking a question.
• E) provide an answer that is short and does not extend the duration of the sales dialogue.

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Definitions:

Misinformation Effect

The phenomenon where a person's memory becomes less accurate due to the influence of post-event information.

Correspondent Inference

The tendency to draw conclusions about a person's dispositional characteristics from their behavior.

Causal Relationship

A connection between two variables where a change in one directly affects the change in the other.

Actor-Observer Effect

A psychological phenomenon in which people tend to attribute their own actions to situational factors while attributing other people's actions to their internal characteristics.