A Salesperson Opens His Sales Call with the Question, "What

question 54

Multiple Choice

A salesperson opens his sales call with the question, "What type of functions are you looking for in your computer?" is most likely utilizing the ________ presentation method.

• A) transactional
• B) need-satisfaction
• C) stimulus-response
• D) participative
• E) formula selling

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Definitions:

Karen Horney

A psychoanalyst known for her theory on neurosis and for challenging Freud's theories of female psychology.

Individual Psychology

"Adler’s view that people are motivated by purposes and goals and that perfection, not pleasure, is thus the key motivator in human life."

Adler

Alfred Adler, an Austrian physician and psychotherapist, established the school of individual psychology, focusing on the significance of inferiority feelings and the creative self.

Perfection

The state or condition of being free from any flaws or defects, often considered as an unattainable ideal in various contexts.