ISO 9000 Is a Program That Focuses on Improving the Firm's

question 14

True/False

 ISO 9000 is a program that focuses on improving the firm's products but not the processes involved.

Understand the role of feedback and objections in refining sales presentations and enhancing customer satisfaction.

Comprehend the significance of the presentation stage in converting prospects into customers.

Differentiate among the types of sales presentations best suited for different sales scenarios and personnel expertise levels.

Analyze the benefits and drawbacks of canned sales presentations.

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Definitions:

Conscientiousness

A personality trait characterized by diligence, carefulness, and a desire to do a task well.

Self-serving Bias

A cognitive bias that involves attributing successes to internal factors and failures to external factors to protect self-esteem.

Fundamental Attribution Error

The tendency to overestimate the influence of personality and underestimate the influence of situational factors when explaining others' behavior.

Self-disclosure

The act of revealing personal information, thoughts, or feelings to others, which can enhance relationship intimacy and trust.