Assertive Salespeople Control the Sales Interaction but Often Do Not

question 7

True/False

Assertive salespeople control the sales interaction but often do not gain commitment because they prejudge the customer's needs and fail to probe for information.

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Definitions:

Internal Processes

Internal processes involve the cognitive, psychological, and physiological operations that underlie an individual's mental and emotional functioning.

Behaviorists

Behaviorists focus on observable behaviors and the ways they're learned, downplaying the role of internal thoughts and feelings.

Gestalt Psychologists

Psychologists who believe that human perception and behavior should be understood as organized wholes, rather than the sum of their parts.

Observable Behaviors

Actions or reactions of an organism that can be seen and measured.