Mark Expected That He Was Going to Have to Deal

question 92

Multiple Choice

Mark expected that he was going to have to deal with a middle-aged man in a loud sport coat,and he was surprised when salesperson Melanie approached.He inferred that he would not have to be so tough negotiating with a woman of his own age.Almost immediately,Melanie laughed at his low-bid offer for a silver 1987 Camaro.In the sales interaction,they had quickly reached a tacit agreement about the way each would behave during the sale,a process called:

• A) interaction dominance.
• B) missionary selling.
• C) pre-purchase search.
• D) identity negotiation.

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Definitions:

Competitive

Describes a nature or condition where individuals or groups strive against others to achieve a goal or superior status.

Pleasurable

Describes experiences or sensations that are enjoyable or satisfying to an individual.

Harry Stack Sullivan

An American psychiatrist known for his theory of interpersonal relationships and his contributions to the development of psychoanalytic and psychodynamic theories of personality.

Research

Systematic investigation to establish facts and reach new conclusions.