Since Salespeople Help Their Prospects Make the Choice to Buy

question 31

Multiple Choice

Since salespeople help their prospects make the choice to buy or not buy a product,it is important for salespeople to understand:

• A) the various factors that can influence a buyer's decision.
• B) how to encourage customers to experience purchase dissonance.
• C) the material taught in advanced business psychology classes.
• D) all that is involved in the psychological processes a buyer goes through in making a decision.
• E) that selling to strangers is far easier than selling to known customers.

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Definitions:

Hypotheses

Proposed explanations or predictions that can be tested by observations or experiments.

Variables

Elements or factors within research or data that can change and potentially affect the outcomes of experiments or studies.

Predictions

Statements about what is believed will happen in the future based on current evidence or hypotheses.

Lawful Order

A command or direction that is issued by a person in authority and that is legal in nature, requiring compliance.