A Salesperson Makes a Single Large Mistake in a Presentation

question 156

Multiple Choice

A salesperson makes a single large mistake in a presentation to prospective clients. The total presentation is of high quality other than the one mistake. Clients do not buy anything from the salesperson because of this error. The clients are using which of the following judgment biases?

• A) The framing effect.
• B) The anchoring and adjustment heuristic.
• C) The representativeness heuristic.
• D) The availability heuristic.

---

Definitions:

Proactively

describes taking initiative by acting in advance of a future situation, rather than just reacting, to achieve better results.

Impending Impasse

An approaching stalemate or deadlock situation where progress seems difficult or impossible.

Confrontation

A direct engagement or clash between parties over divergent interests, perspectives, or opinions.

Distorting Perceptions

The alteration of one's view or understanding of something in a way that deviates from the true or intended meaning.