__________ Are Subjective Opinions That Can Be Shaped by Others

question 68

Multiple Choice

__________ are subjective opinions that can be shaped by others.

• A) Facts
• B) Values
• C) Beliefs
• D) Prejudices

Comprehend the existence and importance of decision-making criteria in purchasing.

Understand the principle of seeking win-win situations in selling and negotiating.

Learn the essential components of preparing for a group sales presentation.

Differentiate among various styles of sales presentations and their negotiation requirements.

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Definitions:

Positive Reinforcement

A technique in behavior management that increases the likelihood of a behavior by associating it with positive outcomes or rewards.

Expert Power

The influence a person holds over others due to their skills or knowledge in a specific domain.

Psychological Power

The influence or control over others' beliefs, emotions, or behaviors through persuasive, charismatic, or leadership abilities, rather than through coercion or force.

Referent Power

A form of power that arises from being admired, respected, or identified with, often leading to influence due to personal traits rather than formal authority.