How Do Salespeople Tell the Difference Between an Excuse and a Real

question 75

Multiple Choice

How do salespeople tell the difference between an excuse and a real objection?

• A)by observing how the buyer is acting
• B)by understanding what motivates people to buy
• C)by learning through experience
• D)by asking probing questions
• E)by doing all of the above

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Definitions:

Overconfidence

A cognitive bias where an individual overestimates their abilities or the precision of their knowledge, often leading to mistakes in judgment.

Behavioral Biases

Psychological tendencies that affect investment decisions and financial behaviors.

Fundamental Risk

Risk that even if an asset is mispriced, there is still no arbitrage opportunity because the mispricing can widen before the price eventually converges to intrinsic value.

Implementation Costs

Refers to the expenses involved in putting a business plan or project into action, including technology, manpower, training, and other related costs.