____ Refers to the Inability of Human Beings to Process

question 15

Multiple Choice

____ refers to the inability of human beings to process an unlimited amount of information, causing most decisions to be made in a partially irrational manner.

• A) Post-decision dissonance
• B) Groupthink block
• C) Satisficing
• D) Bounded rationality
• E) Suboptimizing

---

Definitions:

Adaptive Selling

A sales technique where the approach is tailored to the needs, wants, or interests of the customer, using feedback and interaction cues.

Formula Selling

A predefined sales technique or approach that follows a specific sequence or set of principles.

Upselling

A sales technique where the seller encourages the customer to purchase a higher-end product, an upgrade, or an additional item to make a more profitable sale.

Relationship Selling

A sales technique that prioritizes building a long-term relationship with customers rather than focusing solely on the immediate sale.