The Process by Which Prospective Buyers "Internalize" or Consider the Information

question 37

Multiple Choice

The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because:

• A) sales actions lead to buyer reactions.
• B) salespeople cannot read a buyer's mind.
• C) psychological needs outweigh social wants.
• D) for every stimulus, there must be a response.
• E) salespeople seem untrustworthy to most buyers.

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Definitions:

ROI

Return on Investment (ROI) measures the gain or loss generated on an investment relative to the amount of money invested.

Ethical Guideline

A directive that outlines appropriate practices and behaviors to uphold ethical standards in professional or organizational activities.

Training Contract

A formal agreement between a trainee and an organization, outlining the terms and conditions of training, often used in professional fields.

Reflect on Weaknesses

The process of self-assessment to identify areas of improvement or gaps in knowledge and skills.