The Most Serious Ethical Problems in Workplace Behavior Involve HRM

question 33

Multiple Choice

The most serious ethical problems in workplace behavior involve HRM decisions that are based on:

• A) prejudice.
• B) favoritism.
• C) differential standards.
• D) biased performance appraisals.

Recognize the strategic advantage of welcoming sales objections.

Identify specific sales objection categories including price, source, and no-need objections.

Learn methods for handling objections, including the boomerang method, direct and indirect denial, and compensation method.

Articulate how to handle objections through exemplary responses to common objections.

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Definitions:

Nonsense Syllables

A string of letters that does not correspond to a word in any language, used in psychological experiments on memory and learning.

Proactive Interference

A phenomenon where old information stored in memory interferes with the ability to learn and remember new information.

Retroactive Interference

A phenomenon where new memories impair the retrieval of older memories.

Hindsight Bias

The tendency to believe, after an event has occurred, that one would have predicted or expected the outcome, often referred to as the "I-knew-it-all-along" phenomenon.