In Order for a Customer to Arrive at a Buying

question 22

Multiple Choice

In order for a customer to arrive at a buying decision the salesperson should present the product according to:

• A)the individual customer's needs
• B)his/her own point of view
• C)a standardized procedure or presentation
• D)the buyer profile based on industry research
• E)the chronological timeline of the product

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Definitions:

Outgroup Homogeneity

The tendency to view members of an outgroup as more similar to each other than members of one's in-group, often leading to stereotypical perceptions.

Ingroup Bias

The tendency for people to give preferential treatment and display more positive attitudes towards individuals who are members of their own group.

Outgroup Homogeneity

The perception that members of an outgroup are more similar to each other than they actually are, particularly when compared to the diversity observed within one's ingroup.

Just-world Phenomenon

The cognitive bias to believe that the world is inherently fair and that people get what they deserve.