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.

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Definitions:

Political Implications

The potential effects or consequences of actions, policies, or decisions on the political landscape.

Provider Credibility

The perceived trustworthiness and expertise of a service provider, which can affect the willingness of individuals to engage with and accept the services offered.

Cultural Perspective

The viewpoint that reflects beliefs, values, and practices stemming from one's cultural background.

Immediate Benefit

The direct and prompt advantage gained from a particular action or decision.