Craig, a Salesperson, Encounters a Situation Where Two Individuals from the Buying

question 66

Multiple Choice

Craig, a salesperson, encounters a situation where two individuals from the buying group disagree on a particular benefit of the product he is presenting. Which of the following tactics should Craig employ in this situation?

• A) He should be diplomatic and attempt to resolve the disagreement during the presentation.
• B) He should help resolve the issue at the end of the presentation.
• C) He should disregard the issue and continue with his presentation.
• D) He should always play an active role in any disagreement that arises.
• E) He should acknowledge the fact that each individual is entitled to their opinions and agree with the individuals.

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Definitions:

Confirmation Bias

The tendency to search for, interpret, favor, and recall information in a way that confirms one's preexisting beliefs or hypotheses.

Wason Selection Task

A logic puzzle that demonstrates the difficulty people have in testing rules in a rational or logical way, often used in the study of deductive reasoning.

Propositional Rule

A statement in logic that expresses a relationship between concepts through propositions or declarative sentences.

Prefrontal Cortex

The part of the frontal lobes of the brain located at the front of the frontal lobe, involved in complex behaviors such as planning, decision making, and moderating social behavior.