Paul Has Just Finished Compiling a List of Potential Customers

question 161

Multiple Choice

Paul has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

• A)approach.
• B)preapproach.
• C)make the presentation.
• D)prospect.
• E)overcome objections.

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Definitions:

Acculturation

The process through which individuals or groups from one cultural background adopt the traits of another, often dominant, culture.

Attitudinal Identification

The psychological process by which a person aligns their attitudes, beliefs, or behaviors with those of a group or society.

Subliminal Messages

Messages transmitted in a way that is designed to pass below the normal limits of perception, often used in advertising to influence consumer behavior unconsciously.

Selective Perception

The process by which individuals perceive what they want to in media messages while ignoring opposing viewpoints, often based on their background, experiences, and biases.