___________ Occurs When the Desire for Group Cohesiveness and Consensus

question 8

Multiple Choice

___________ occurs when the desire for group cohesiveness and consensus becomes stronger than the desire for the best possible decision. ​

• A)Group decision making
• B)Group cohesiveness
• C)Groupthink
• D)a and b
• E)none of the above

Understand the role of trust and relationships in sales.

Realize the importance of problem-solving and creativity in sales strategy.

Recognize the varied needs of business-to-business buyers.

Identify the principles of professional selling and the value of strategic customer relationships.

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Definitions:

Characteristic Patterns

Describes the recurring behaviors, thoughts, or emotions that are typical for an individual or within a specific context.

Personality

The unique and consistent pattern of thoughts, feelings, and behaviors that distinguish one individual from another.

Feeling

An emotional state or reaction; the subjective experience of emotion.

Preconscious

The thoughts, feelings, and memories that a person is not consciously aware of at the moment but that may be easily brought to consciousness.