Which of the Following Is True of Successful Salespeople with Regard

question 60

Multiple Choice

Which of the following is true of successful salespeople with regard to impression management?

• A)Being no more than 15 minutes late for your planned sales call is absolutely critical.
• B)A salesperson should automatically extend his or her hand to a prospect.
• C)Customers develop impressions by simply observing how a salesperson walks toward them.
• D)When salespeople stand in front of their prospects they must appear overly confident.
• E)All of the above statements about salespeople and impression management are true.

Illustrate how consumers reconcile the rational and experiential aspects of decision making.

Understand the concepts of maximizing and satisficing in decision-making processes.

Comprehend the key elements of prospect theory, especially regarding gains, losses, and risk preferences.

Learn how external environments influence consumer behavior and decision-making.

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Definitions:

Feared Items

Objects or scenarios that evoke a strong sense of fear or anxiety in an individual.

Systematic Desensitization

A behavioral therapy technique used to help individuals gradually overcome phobias and anxieties through controlled exposure to the feared object or situation.

Arachnophobia

An extreme or irrational fear of spiders.

Fear Hierarchy

A tool used in cognitive-behavioral therapy to rank an individual's fears from least to most frightening, helping to gradually confront and manage these fears.