To Increase the Odds That Customers Will Give Referrals,a Salesperson

question 67

Multiple Choice

To increase the odds that customers will give referrals,a salesperson should:

• A)build value into the sales process
• B)offer free product or discounts for referrals
• C)motivate buyers through time pressure
• D)provide a rational buying motive
• E)ask sales managers for permission to cut prices

Grasp the effects of personality on coping strategies in stressful or traumatic situations.

Understand the significance of emotional stability and expressiveness in interpersonal relationships and personal well-being.

Assess the role of personality traits in academic achievement and workplace success.

Examine the methods researchers use to study emotional and personality traits.

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Definitions:

Defense Mechanism

Psychological strategies brought into play by the unconscious mind to manipulate, deny, or distort reality in order to defend against feelings of anxiety and unacceptable impulses and to maintain one's self-schema.

Regression

A psychological defense mechanism where an individual reverts to an earlier stage of development in response to stress or conflict.

Reaction Formation

A psychological defense mechanism where an individual behaves in a manner opposite to their actual feelings or impulses often due to guilt or societal pressures.

Five-Factor Model

A model that outlines five broad dimensions of human personality: openness, conscientiousness, extraversion, agreeableness, and neuroticism.