Examlex
As described in the text,one of the critical duties of a sales manager is to design territories.What are the five steps to territory design in their logical order?
Hindsight Bias
The tendency to believe, after an event has occurred, that one would have predicted or expected the outcome, often referred to as the "I-knew-it-all-along" phenomenon.
Self-fulfilling Prophesy
A prediction that directly or indirectly causes itself to become true, by the very terms of the prophecy itself, due to positive feedback between belief and behavior.
Rationalization
A defense mechanism where logical, acceptable explanations are given for behaviors that are actually driven by subconscious motives.
Thematic Apperception Test
A projective psychological test that asks respondents to tell stories about ambiguous pictures, aimed at uncovering their underlying thoughts, feelings, and attitudes.
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