A Survey of Purchasing Agents Shows That They Believe It

question 145

Multiple Choice

A survey of purchasing agents shows that they believe it is important for salespeople to do all of the following EXCEPT:

• A)plan sales calls.
• B)follow up after the sale.
• C)speak well of competitors.
• D)use high-pressure sales tactics.
• E)think and behave as professionals.

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Definitions:

Dichotomy Corollary

A principle in psychology, particularly within George Kelly's personal construct theory, suggesting that a person's construction system is composed of dichotomous constructs, meaning it is organized into two mutually exclusive categories.

Bipolar

A disorder characterized by episodes of mood swings ranging from depressive lows to manic highs.

Personality Theory

A branch of psychology that attempts to explain patterns of thoughts, feelings, and behaviors that make a person unique, through various theoretical perspectives.

Organizational Corollary

A principle related to how individuals structure and organize their perceptions and cognitions in a complex environment.