The Most Important Part of the Sales Call, and the Most

question 107

True/False

The most important part of the sales call, and the most difficult for most salespeople, is handling objections.

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Definitions:

Multi-attribute Attitude Models

Psychological models that describe how consumers evaluate products and services based on perceived attributes and how these evaluations influence their purchasing decisions.

Importance Weights

Quantitative values assigned to different factors or criteria to reflect their relative significance in an evaluation or decision-making process.

Attributes

Characteristics or features of a product or service that are considered when evaluating or making a choice.

Descriptive Norm

A perception of what is commonly done in specific situations, which influences individuals' behavior in social contexts.