In the _________ Bias, a Decision Maker Tends to Assess

question 52

Multiple Choice

In the _________ bias, a decision maker tends to assess the likelihood of an event occurring based on one's impressions about similar occurrences.

• A) Confirmation
• B) Availability
• C) Representativeness
• D) Overconfidence
• E) Framing

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Definitions:

Sales Forecasting

A form of research that estimates how much of a product will sell over a given period of time.

SMEI Guidelines

Standards and best practices established by the Sales and Marketing Executives International to guide professionals in ethical and effective sales and marketing strategies.

Sales Goals

The target figures set by a business or a sales team to guide performance and measure success.

Assumptive Close

The assumptive close is a sales technique where the salesperson assumes that the customer has already decided to purchase and moves directly to the closing of the sale.