Use the chart to indicate the relative amount of time spent in each of the key steps of the selling process for both traditional selling and relationship/consultative selling.The first step has been completed for you.
Definitions:
Reactance Theory
A psychological concept suggesting that people often have negative reactions to being forced or pressured to change their behavior, feeling a need to regain control or freedom.
Precontemplation Stage
The precontemplation stage is a phase in behavior change models where an individual is not yet considering change or is unaware of the need for change.
Introspection
The examination or observation of one's own mental and emotional processes.
Ineptness
A lack of skill, ability, or competence in a particular area.
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