A Salesperson Finds and Analyzes Information About Each Prospect's Specific

question 102

Multiple Choice

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during

• A) prospecting.
• B) the approach.
• C) presentation preparation.
• D) overcoming objections.
• E) the preapproach.

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Definitions:

Reward Size

The magnitude or value of a reward, which can affect behavior and decision-making processes in both humans and animals.

Crespi

An individual potentially linked to a specific study or theory within the field of psychology, but without more context, it's unclear which accomplishments or theories are referred to.

Anticipatory Response Mechanism

A psychological or physiological response that occurs in anticipation of a future event or situation, often as a form of adaptive behavior.

Incentive Motivation

Motivation that is derived from some property of the act itself, rather than being generated internally, often involving a reward or punishment as stimulus.