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Careful listening is required when using the mental-states selling approach to determine which stage the buyer is in at a given point in time.
Rational Behavior
Human behavior based on comparison of marginal costs and marginal benefits; behavior designed to maximize total utility. See rational.
Cognitive Biases
Systematic patterns of deviation from norm or rationality in judgment, whereby inferences about other people and situations may be drawn in an illogical fashion.
Behavioral Economists
Experts in a field of economics that combines insights from psychology to understand how people make economic decisions.
Faulty Heuristics
Cognitive shortcuts that lead to errors in judgment or decision-making due to biases or flawed logic.
Q2: Why is it important to follow the
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Q58: A salesperson engaged in _provides information to
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Q99: _refers to the process of helping customers
Q108: Which the following is a characteristic of