Even with Customer Segmentation, Salespeople Do Not Know Which Customers

question 14

True/False

Even with customer segmentation, salespeople do not know which customers to target or which value propositions to deliver.

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Definitions:

Omission Bias

The tendency to take whatever course of action does not require you to do anything (also called the default option).

Status Quo Bias

A cognitive bias favoring the existing state of affairs or the current baseline (the "status quo"), often leading to resistance against change.

Risk Aversion

A behavioral trait or tendency to avoid taking risks, preferring options that are perceived as safer or have more predictable outcomes.

Error Management Theory

A theory that suggests humans have evolved biases in judgment and decision-making processes to minimize the cost of errors in uncertain situations, favoring the less costly error.