Instructions: Identify the Following Terms

question 4

Short Answer

Instructions: Identify the following terms.
Xuanzong and Yan Guifei

Learn the process of tailoring sales presentations to meet specific customer needs.

Understand the role of value analysis in sales strategy.

Understand the mental steps a prospect goes through in the purchasing decision process.

Identify effective sales call planning and its components.

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Definitions:

Cognitive Dissonance

A psychological state of having inconsistent thoughts, beliefs, or attitudes, especially relating to behavioral decisions and attitude changes.

Sense of Consistency

The drive or need for individuals to ensure their beliefs, attitudes, and behaviors are coherent and aligned to avoid cognitive dissonance.

Psychological Price

Pricing strategy that leverages consumer psychology, often using pricing just below a whole number (e.g., $1.99) to increase appeal.

Low Involvement

A type of consumer behavior characterized by minimal effort and consideration during the purchase process, typically associated with routine, inexpensive, and low-risk products.