Josef, a Manager, Reviews Arturo's Performance Over the Past Six

question 40

Multiple Choice

Josef, a manager, reviews Arturo's performance over the past six months and notes that during February he was late to work five times. He was not late during any other months. Josef is observing:

• A) Consensus
• B) Distinctiveness
• C) Implicit factors
• D) Explicit factors
• E) Consistency

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Definitions:

Memorized Sales Presentation

A sales strategy where the salesperson memorizes a sales pitch and delivers it verbatim to each potential customer.

AIDA Approach

A marketing strategy model that stands for Attention, Interest, Desire, and Action, used to guide the process of advertising and sales techniques.

Transactional Selling

A sales approach focused primarily on achieving quick sales transactions rather than building long-term customer relationships.

SPIN Procedure

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand and address customer needs.