Robert Usually Performs Sales Calls on Time

question 6

Multiple Choice

Robert usually performs sales calls on time. A day before a preplanned sales call, he calls up the prospect and informs her that he will be late for the call. Here, Robert is displaying _____.

• A)punctuality
• B)presumptuousness
• C)aggression
• D)poor follow-through
• E)undependability

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Definitions:

Dissonance Analysis

The examination of inconsistencies between beliefs and behaviors, often applied in marketing to understand consumer decision-making processes.

Situation Assessment

An evaluation of the current state or conditions affecting a scenario or decision-making process.

Value Chain

A model that describes the full range of activities needed to create a product or service, from conception through distribution and after-sales service.

Overall Strategy

A comprehensive plan that outlines an organization's major goals and how it plans to achieve them over a long period.