In the Context of _____,The Initial Approach to a Prospective

question 54

Multiple Choice

In the context of _____,the initial approach to a prospective customer should involve the sales representative trying to determine who has the greatest influence or authority in the purchase.

• A) Opening the relationship
• B) Handling customer objections
• C) Closing the sale
• D) Following up with customers
• E) Prospecting for customers

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Definitions:

Three-Component Model

A theory in psychology that describes three major components of attitude: cognitive, affective, and behavioral.

Attitudes

A settled way of thinking or feeling about someone or something, typically reflected in a person's behavior.

Four-Component Model

A framework in moral psychology that outlines the cognitive processes involved in ethical decision-making, including moral sensitivity, judgment, motivation, and character.

Attitude

An attitude is a psychological construct that represents an individual's degree of like or dislike for an item, concept, or group, influencing behavior and perceptions.