LaToya Is a Salesperson for XYZ Co

question 85

Multiple Choice

LaToya is a salesperson for XYZ Co. and is preparing to make a sales call. She should plan to use a check-back type of question after she has ____.

• A) Gone through a specific feature-benefit sequence
• B) Made an introduction
• C) Responded to an objection
• D) Both A and C are correct
• E) None of the above are correct

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Definitions:

Psychosexual Stage

A concept in Freudian psychoanalytic theory referring to the series of five stages in childhood development, each characterized by the pleasure focus on a different part of the body.

Freud

Sigmund Freud was an Austrian neurologist known for founding psychoanalysis, a method for treating psychopathology through dialogue between a patient and a psychoanalyst.

Anally Fixated

a term from Freudian psychology referring to a stage of psychosexual development where there's a strong focus on activities related to the anus, such as retention or expulsion of feces, which can influence personality traits.

Anal Stage

The second stage in Freud’s psychosexual stages, occurring from about 18–36 months of age, in which the anus is the erogenous zone and toilet training is the source of conflict.