For a Salesperson,being on Time,securing a Buyer's Interest,and Building Rapport

question 40

True/False

For a salesperson,being on time,securing a buyer's interest,and building rapport suggests that the salesperson has strong impression management skills.

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Definitions:

Displacement

A defense mechanism where the mind substitutes either a new aim or a new object for goals felt in their original form to be dangerous or unacceptable.

Regression

A defense mechanism where an individual reverts to an earlier stage of development in the face of unacceptable thoughts or impulses.

Factor Analysis

A statistical method used to describe variability among observed, correlated variables in terms of potentially lower number of unobserved variables called factors.

Big Five Personality Traits

Refers to five broad dimensions of personality used to describe human personality, including openness, conscientiousness, extraversion, agreeableness, and neuroticism.