A Prospect Who _____ Tends to Deliberately Say No During

question 56

Multiple Choice

A prospect who _____ tends to deliberately say no during the first few sales calls to test a salesperson's persistence.

• A) resists change because he or she dislikes making decisions
• B) objects because it is a matter of custom
• C) has not been properly qualified
• D) wants to avoid a sales interview
• E) fails to recognize a need

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Definitions:

Cognitive Abilities

The mental capabilities that involve reasoning, problem solving, planning, abstract thinking, complex idea comprehension, quick learning, and learning from experience.

Single Solution

A method or answer that addresses a problem or question in one definitive way, without considering alternatives.

Nonconformists

Individuals who refuse to follow established ways of thinking or acting and instead, embrace uniqueness and individuality.

Convergent Thinking

A cognitive process involving the focusing of ideas and solutions toward determining a single best solution to a problem.