What Is a Serious Limitation of the Mental States, or Formula

question 96

Multiple Choice

What is a serious limitation of the mental states, or formula, approach to personal selling?

• A) lack of customer orientation
• B) prospects getting locked in to one mental state
• C) salespeople who stop planning sales calls
• D) lack of structure in the sales interaction

---

Definitions:

Retirement Plan

A financial strategy designed to help individuals save and invest money to provide for financial security in their retirement years.

Single Investment

A one-time contribution of funds to a particular investment vehicle.

Indexed Annuity

A type of annuity that earns returns on contributions based on a specified equity-based index.

Compounded Quarterly

A method of calculating interest where the interest is added to the principal four times a year.