In Planning for Objections,a Salesperson Should Focus Exclusively on the Reasons

question 67

True/False

In planning for objections,a salesperson should focus exclusively on the reasons why a prospect should buy.

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Definitions:

James-Lange Theory

The theory that our experience of emotion is our awareness of our physiological responses to emotion-arousing stimuli.

Cannon-Bard Theory

The theory that an emotion-arousing stimulus simultaneously triggers (1) physiological responses and (2) the subjective experience of emotion.

Physiological Arousal

A state of physical alertness and activation that is often a response to a stimulus or emotional state.

William James

A pioneering American psychologist and philosopher known for his contributions to pragmatism and functionalism and as the father of American psychology.