A Salesperson Engaged in Sales Call Planning Should

question 46

Multiple Choice

A salesperson engaged in sales call planning should:

• A) create flexible sales call objectives.
• B) develop a customer benefit plan.
• C) conduct vendor analyses.
• D) join a sales lead club.
• E) use e-prospecting.

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Definitions:

Implicit Racial Associations

Refers to unconscious biases or attitudes towards other races that individuals may hold, affecting their behaviors and judgments without explicit awareness.

Explicit Prejudice

Conscious, openly held prejudicial attitudes or beliefs towards a group or its members.

Ingroup Bias

The tendency for people to give preferential treatment and have more positive attitudes towards members of their own group as opposed to those of an outgroup.

Expressed Support

Vocal or demonstrated actions and reassurances provided to someone to demonstrate care, understanding, or solidarity.