Loreen Sells How-To Books and Is Going on a Sales

question 60

Multiple Choice

Loreen sells how-to books and is going on a sales call to a local bookstore. Loreen knows the purchasing policies of the store such as who makes buying decisions. Such information can be found in Loreen's:

• A) sales call objective.
• B) marketing plan.
• C) competitive portfolio.
• D) customer profile.
• E) business proposition.

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Definitions:

Skills Training

In behavior therapy, an effort to teach the client skills that he or she may lack, as well as new constructive behaviors to replace self-defeating ones.

Modeling

The process of observing and imitating a specific behavior from others, often a mechanism of learning in social contexts.

Role-Playing

A method used in psychology and education where individuals assume roles and act them out in a controlled setting to explore behaviors, thoughts, and emotions.

Cognitive Therapy

A form of psychotherapy that focuses on changing unhelpful or unhealthy thought patterns.