When Attempting to Schedule an Appointment with a Prospect, the Salesperson

question 50

True/False

When attempting to schedule an appointment with a prospect, the salesperson should suggest a date and time.

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Definitions:

Primacy Effect

Refers to the tendency to remember information at the beginning of a list better than information in the middle or at the end.

Repression

A defense mechanism where unwanted or disturbing thoughts, memories, or desires are unconsciously pushed out of conscious awareness.

Automatic Processing

The unconscious encoding of incidental information such as space, time, frequency, and well-learned information.

Source Amnesia

A memory disorder where an individual can remember certain information but is unable to recall where, when, or how they obtained it.