The 80-20 _____ Suggests That Salespeople Should Listen 80 Percent

question 70

Multiple Choice

The 80-20 _____ suggests that salespeople should listen 80 percent of the time and talk no more than 20 percent of the time.

• A) talking model
• B) personal-interpersonal differential
• C) body language agreement model
• D) listening rule
• E) word picture-loudness zone

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Definitions:

Self-serving Bias

The common tendency to attribute positive events to one’s own character but attribute negative events to external factors.

Narcissism

A personality trait characterized by an inflated sense of one's own importance, a deep need for excessive attention and admiration, coupled with a lack of empathy for others.

Self-efficacy

An individual’s belief in their own ability to successfully accomplish tasks and reach goals.

Spotlight Effect

The idea that one's actions and appearance draw more observation from others than truly happens.