In Terms of Product Knowledge,salespeople

question 34

Multiple Choice

In terms of product knowledge,salespeople:

• A)can know too much about the products they sell
• B)are often better off appearing to be"in the dark"at times
• C)should provide prospects with limited product information
• D)cannot,generally,know too much about the products they sell
• E)should assume the stance of novice users to develop customer empathy

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Definitions:

Distal Stimuli

Objects and events in the external world that provide the basis for sensory input.

Proximal Stimuli

The patterns of stimuli from objects and events that actually reach your senses like the light hitting the retina or sound waves hitting the eardrum.

Top-Down Processing

A cognitive process that starts with the brain applying what it knows and what it expects to perceive and interpret sensory information.

Bottom-Up Processing

A cognitive approach in which perception starts with an incoming stimulus and builds upwards without preconceived knowledge of what is being observed.