Adaptive Selling Suggests That You May Have to Adjust Your

question 75

Multiple Choice

Adaptive selling suggests that you may have to adjust your selling strategy based on the prospect's _____.

• A) age
• B) religion
• C) family customs
• D) image of the "perfect product"
• E) all of the above

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Definitions:

Group Polarization

The tendency for a group to make decisions that are more extreme than the initial inclination of its members following group discussion.

Diffusion Of Responsibility

A psychological phenomenon where people are less likely to take action or feel a sense of responsibility in the presence of a large group of people.

Social Acceptance

The degree to which an individual is acknowledged or recognized as part of a social group, gaining approval or support.

Groupthink

A mental phenomenon where a group's need for consensus or uniformity leads to illogical or ineffective decision-making results.