A Salesperson May Suffer from Call Reluctance Because He or She

question 33

Multiple Choice

A salesperson may suffer from call reluctance because he or she:

• A)feels intimidated by the corporate title assigned to the prospect
• B)is overly concerned with being successful
• C)spends too much time preparing for the sales call
• D)feels guilty for having selected a career in sales
• E)experiences any or all of the above

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Definitions:

Definitions of a Situation

The concept that people's understanding and interpretation of a situation influences their behavior within it.

Iowa School Symbolic Interactionism

A perspective within the field of sociology that focuses on how individuals interpret and give meaning to social symbols, emerging from work at the University of Iowa.

Chicago School Symbolic Interaction

A sociological perspective originating from the University of Chicago that emphasizes the role of symbols and language in human interaction and society construction.

Participant Observation

A qualitative research technique in which the researcher immerses themselves in a community or situation as a participant to gather data.