"Your Approach on That Last Call Was Off-Target

question 34

Multiple Choice

"Your approach on that last call was off-target. You were emphasizing low acquisition cost while the prospect seemed more interested in durability and the lack of need for regular maintenance," critiqued Robin's sales manager after the two of them left a sales call they had made together. Robin is receiving _____ feedback.

• A)reciprocal
• B)diagnostic
• C)performance
• D)evaluative
• E)damage control

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Definitions:

Situational Attributions

Situational attributions refer to the process of ascribing the cause of an individual's behavior to external factors, circumstances, or situations.

Fundamental Attribution Error

The tendency for individuals to overemphasize personality-based explanations for behaviors observed in others while underestimating the influence of situational factors.

Caucasian

A term historically used to describe people of European, North African, or Western Asian descent, but its use and implications vary and can be controversial.

Pakistani

Pertaining to Pakistan or its people, culture, languages, or traditions.