What Is Classification

question 27

Essay

what is classification?

Distinguish between true, hidden, and stalling objections.

Recognize the significance of understanding a buyer's concerns and objections to improve sales effectiveness.

Comprehend the importance of appropriate salesperson responses to prospect objections.

Grasp the psychological factors influencing buyer objections.

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Definitions:

Social Desirability Bias

A type of response bias in surveys or questionnaires where respondents answer in a manner that will be viewed favorably by others, potentially skewing results.

Confederate

An individual who is part of an experiment but pretends to be a participant while working for the researcher, often used to manipulate social interactions.

Social Desirability Bias

The tendency of respondents to answer questions in a manner that will be viewed favorably by others, potentially leading to inaccuracies in surveys or experiments.

Honesty Measure

A tool or method used to assess the degree of truthfulness and integrity in an individual's responses or actions.