Salespeople Are Trained to Assess a Potential Customer's Attitude Toward

question 74

Multiple Choice

Salespeople are trained to assess a potential customer's attitude toward their company's offerings and to attempt to change this attitude if it is not positive. Salespeople are taught several techniques in their training that can help them accomplish this attitude change. Which term refers to a salesperson's attempt to change a prospective buyer's attitude?

• A) persuasion
• B) manipulation
• C) conversion
• D) closing

---

Definitions:

Bias

A tendency to lean in a certain direction, either in favor of or against a particular thing, person, or group compared with another, often in a way considered to be unfair.

Functional Turnover

The departure of employees from an organization that is beneficial, often because it opens opportunities for new talent.

Normative Commitment

The level of an employee's psychological attachment to an organization, based on a sense of obligation and loyalty.

Job Embeddedness

The extent to which an employee's personal connections and fit with their organization and community influence their decision to stay or leave.