Shane Chadwick Is a Sales Representative for the Metropolitan Commuter

question 70

Multiple Choice

Shane Chadwick is a sales representative for the Metropolitan Commuter Rail Service, selling ad space inside commuter rail train cars and stations. He has presented and negotiated to a representative from a new church trying to attract members by advertising their philosophy and service times.
-Which of the following would most likely help Shane close a sale with the church representative?

• A)considering the value proposition from the prospect's point of view
• B)focusing on every benefit and feature of rail car advertising
• C)negotiating tough points during the close
• D)mentioning additional fees during the close
• E)asking for the order only one time

Recognize how cognitive biases and perspective-taking can affect our understanding of others' behaviors.

Explain the three-stage model of dispositional attribution and the impact of cognitive load on attribution.

Understand the principles and applications of Kelley's covariation model in making causal attributions.

Explore strategies to reduce interpersonal conflicts arising from attribution errors.

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Definitions:

Cortex

The outermost layer of the brain, involved in numerous high-level brain functions such as thought, memory, and decision-making.

Carroll Izard

An American psychologist known for his contributions to the understanding of emotions, including the development of the Differential Emotions Theory.

Basic Emotions

Fundamental emotions that are universally experienced by humans, such as joy, sadness, fear, disgust, surprise, and anger.

Lust

Lust is an intense desire or craving, often used to describe a strong sexual attraction towards someone.