Self-Fulfilling Prophecy Is a Concept That Proposes a Person Will

question 49

Multiple Choice

Self-fulfilling prophecy is a concept that proposes a person will behave

• A)in ways inconsistent with how he or she is perceived by others.
• B)in ways that are similar to self-interest.
• C)in ways consistent with how he or she is perceived by others.
• D)in ways that are dissimilar to self-interest.
• E)in ways consistent with how he or she perceives him-/herself.

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Definitions:

Customer Objections

Concerns or reasons potential buyers offer to avoid making a purchase decision, which need to be understood and addressed by sales personnel.

Personal-Selling Process

A series of stages a salesperson goes through to persuade a customer to make a purchase, including prospecting and follow-up.

Benefits

In the FAB sales approach, individual values attached to the advantages offered by various product features.

Delivery Salespeople

Sales representatives whose chief role is product delivery; sometimes called route salespeople.