The Most Likely Reason for Salespeople to Make Follow-Up Telephone

question 14

Multiple Choice

The most likely reason for salespeople to make follow-up telephone calls to customers is that:

• A)follow-up calls are more efficient than e-mails
• B)sales managers cannot make all the calls themselves
• C)the customer may place repeat orders during a phone call
• D)customer service representatives cannot be trusted to make the calls
• E)the customers are certain to have complaints and issues that need to be addressed

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Definitions:

Unconscious Motivation

Drives and desires that influence an individual's behavior and decisions, of which they are not consciously aware.

Classical Conditioning

A learning process that occurs when two stimuli are repeatedly paired: a response that is at first elicited by the second stimulus is eventually elicited by the first stimulus alone.

Ivan Pavlov

A Russian physiologist known for his work in classical conditioning, demonstrating how environmental stimuli can trigger responses in animals.

Humanistic Theories

A psychological perspective focusing on the individual's capacity for self-actualization, personal growth, and inherent goodness.