Salespeople Should Educate Themselves More About Their Customers' Businesses and Regularly

question 96

Multiple Choice

Salespeople should educate themselves more about their customers' businesses and regularly assess these businesses.These responsibilities are associated with the _____ roles of salespeople.

• A)mapmaking
• B)guiding
• C)fire starting
• D)surveying
• E)influencing

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Definitions:

Hill Climbing

A problem-solving strategy that involves continuous moves towards increasing improvement or higher value.

Mental Set

A psychological term for the tendency to approach situations in a certain way because of past experiences or a specific mindset.

Noncompensatory Modeling

A decision-making approach where a satisfactory level of performance in one attribute does not compensate for a poor performance in another.

Means-end Analysis

A problem-solving strategy that involves identifying the differences between the current situation and the desired goal and steps to reduce these differences.