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In the memorized sales presentation, the prospect does very little talking.
Low Psychoticism
A personality trait characterized by a low tendency towards psychopathology, including a lesser likelihood of exhibiting aggressive, impulsive or hostile behaviors.
Projective Test
A type of personality test in which the subject's responses to ambiguous scenes, words, or images are analyzed to uncover underlying thoughts, feelings, and traits.
Ambiguous Stimulus
A sensory signal that can be interpreted in more than one way, leading to multiple perceptions or understandings.
Self-report Personality Inventory
A type of psychological test wherein individuals answer questions about themselves, used to assess personality traits and psychological conditions.
Q23: What are the two demonstration techniques commonly
Q38: After the presentation,the next step in the
Q72: A prospect goes through five mental steps,which
Q81: Preapproach is the first step in the
Q102: Markup is the dollar amount of money
Q105: The equipment salesperson asked the professional landscaper,"Did
Q109: Closing the sale is always the most
Q111: Value analysis is an example of a
Q138: There are numerous types of value analyses
Q144: _ occurs when the salesperson brings company