Sales Training ________

question 3

Multiple Choice

Sales training ________.

• A) usually isn't necessary if a new salesperson has had similar selling experience calling on the same customers for a competing company
• B) programs should focus on product and company information-since research shows that training is not effective in developing selling skills
• C) is usually needed only for new salespeople
• D) should include on-the-job observation, but classroom and web-based learning is rarely needed
• E) should be modified based on the experience and skills of the group involved

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Definitions:

Affective Intensity

The strength or degree of emotion a person typically experiences and expresses, which can influence their response to different situations.

Emotions

Complex psychological states that involve physiological arousal, expressive behaviors, and conscious experience.

Emotional Stability

is a personality trait referring to the extent to which a person is able to remain calm, composed, and untroubled by stress or pressure.

Emotional Expressiveness

Refers to the degree to which a person outwardly displays emotions or feelings through facial expressions, gestures, or speech.