During the First Few Minutes of the Sales Call, Salespeople

question 96

Multiple Choice

During the first few minutes of the sales call, salespeople should:

• A) Be friendly and positive
• B) Be flexible
• C) Have an agenda
• D) Show sensitivity to the customer's needs and opinions
• E) Do all of the above

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Definitions:

Displacement

In psychology, a defense mechanism involving the transfer of an emotional response from the original object to a safer or more convenient target.

Fails An Exam

The occurrence of not achieving a passing grade or mark on an academic evaluation.

Defense Mechanism

Psychological strategies brought into play by the unconscious mind to manipulate, deny, or distort reality in order to defend against feelings of anxiety and unacceptable impulses.

Projection

A defense mechanism where individuals attribute their own unacceptable thoughts, feelings, and motives to another person.