For You as a Salesperson to Find an Optimal Prospecting

question 2

Multiple Choice

For you as a salesperson to find an optimal prospecting method,the text suggests you do all the following EXCEPT:

• A) always call back on prospects who did not buy.
• B) copy the prospecting methods of successful salespeople.
• C) concentrate on high-potential customers before low-potential customers.
• D) contact all prospects and current customers when you have a new product.
• E) customize a prospecting method that suits the needs of your individual firm.

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Definitions:

Contact Hypothesis

The more contact you have with someone who is different from you, the more positive regard you will have for that person.

Accommodation Theory

A communication theory that explains how individuals adjust their communication styles to bridge differences with others.

Intercultural Communication Competence

Ability to adapt one’s behavior toward another in ways that are appropriate to the other person’s culture.

Tolerance For Uncertainty

The degree to which an individual is comfortable with ambiguity, unknown situations, and the unpredictability of life.