Like Any Effective Salesperson,Tiffany Walks into a Customer's Office,shakes Hands,looks

question 146

Multiple Choice

Like any effective salesperson,Tiffany walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Tiffany will try to create interest in her company's product.Tiffany will likely __________ to adapt or customize her presentation to match the customer's needs.

• A) use a hypothetical situation
• B) ask a series of questions
• C) examine the customer's office
• D) make a variety of assumptions
• E) refer to past sales

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Definitions:

Behavioral Inhibition System

A neurobiological system that regulates response to stimuli which signal punishment, non-reward, or novel situations.

Gray's Reinforcement Sensitivity Theory

A theory in psychology that explains human personality and behavior through systems controlling responses to reward and punishment.

Environmental Punishment

A consequence resulting from the natural consequences of an action, rather than a direct intervention from another party.

Projective Measure

A psychological assessment technique where individuals reveal their unconscious thoughts and feelings through the interpretation of ambiguous stimuli.