East Bay Communications Has Increased Its Inside Sales Force

question 80

Multiple Choice

East Bay Communications has increased its inside sales force. Which of the following will least likely help its outside sales force?

• A)It will allow them more time to sell to major accounts.
• B)It will allow them more time to find major new prospects.
• C)It will allow them more time to provide after-the-sale customer service.
• D)It will ensure that their customers' questions can be answered in a timely way.
• E)It will improve their use of sales automation technology.

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Definitions:

Louis Thurstone

An influential American psychologist known for his contributions to psychometrics, including factor analysis and the development of psychological scales.

Anchoring

A cognitive bias where an individual relies too heavily on an initial piece of information (anchor) when making decisions.

Adjustment Heuristic

A rule of thumb where an initial estimate is adjusted based on additional information or analysis.

Cognitive Bias

A systematic pattern of deviation from norm or rationality in judgment, where inferences about other people and situations may be drawn in an illogical fashion.