Tom Reilly,author of Value-Added Selling,says,"Value-Added Salespeople Sell Three Things: the Product,the

question 15

True/False

Tom Reilly,author of Value-Added Selling,says,"Value-added salespeople sell three things: the product,the company,and themselves."

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Definitions:

Primacy Effect

The tendency to remember information at the beginning of a list better than information that comes later.

Serial Position Effect

A cognitive phenomenon whereby items at the beginning and end of a list are more easily remembered than those in the middle.

Encoding Specificity Effect

The principle stating that the recall of information is higher if the cues present at the time of encoding are also present at the time of retrieval.

TOT Effect

Refers to the "Tip of the Tongue" phenomenon where a person cannot recall a specific word or term but has a partial recall or feels that the recall is imminent.