For Sales Training Purposes, Some Firms Use Classification Methods to Categorize

question 138

Multiple Choice

For sales training purposes, some firms use classification methods to categorize buyers according to

• A) personality and the buying situation.
• B) the buyer's expertise and ease of making sales.
• C) the firm's account size and products purchased.
• D) their interest in trying new product lines.
• E) their level of input to the sales decision.

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Definitions:

Emotional Responses

The feelings or emotions that are elicited in an individual as a reaction to stimuli or situations.

Muscle Tension

Physical discomfort or strain in the muscles, often resulting from stress, overuse, or underlying health conditions, that can lead to pain and stiffness.

Burnout

A psychological syndrome emerging as a prolonged response to chronic interpersonal stressors on the job, characterized by exhaustion, cynicism, and a feeling of reduced professional efficacy.

Over-worked

The state of having worked excessively or beyond what is healthy or reasonable, often leading to stress or burnout.