The Process by Which Prospective Buyers "Internalize" or Consider the Information

question 37

Multiple Choice

The process by which prospective buyers "internalize" or consider the information presented by the salesperson is referred to as a black box because:

• A) sales actions lead to buyer reactions.
• B) salespeople cannot read a buyer's mind.
• C) psychological needs outweigh social wants.
• D) for every stimulus, there must be a response.
• E) salespeople seem untrustworthy to most buyers.

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Definitions:

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