Which of the Following Reflects Why It Is Important for Salespeople

question 16

Multiple Choice

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

• A) Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers.
• B) Qualifying prospects increases the probability that the prospect will become a customer.
• C) Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy.
• D) Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods.
• E) All of the above reflect why prospecting is important.

Analyze the role of key figures in the development of learning theories.

Explain the principles of reciprocal determinism and its effect on personality and behavior.

Discuss the methodology and implications of classical and operant conditioning experiments.

Identify the principles of classical conditioning and its components.

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Definitions:

Quality

The standard of something as measured against other similar things, often associated with excellence, durability, or the ability to meet specified requirements.

Value Of A Dollar

The purchasing power of the US dollar, indicating the amount of goods or services one can buy with one dollar at a given time.

Price Remains The Same

A condition where the cost of a good or service does not change over a period of time.

Substitution Bias

Substitution bias occurs in inflation measurement and refers to the tendency of consumers to change their purchasing habits away from goods that have increased in price to cheaper alternatives, which is not always fully captured by price indexes.