Salespeople Should Be Careful About Overusing the Referral Method of Handling

question 35

True/False

Salespeople should be careful about overusing the referral method of handling objections because it may appear to be phony to experienced buyers.

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Definitions:

Learning Orientation

An inclination towards valuing and pursuing new knowledge and skills as a way to improve oneself and one's performance.

Performance Avoidance Orientation

A mindset aimed at avoiding failure and negative judgments rather than achieving success, which can impact motivation and performance.

Team Norms

are the shared expectations and rules that guide the behavior of team members within a group.

Expected Behavior

The behavior that individuals or groups are anticipated to exhibit based on societal norms, rules, or standards.