The Future Attitudes of Most Prospects Are Affected by the First

question 20

Multiple Choice

The future attitudes of most prospects are affected by the first impression they form of a salesperson.Therefore,salespeople

• A)should carefully prepare their approach to potential customers.
• B)should use the same sales pitch to all customers.
• C)must be selective in identifying prospects.
• D)must be tactful when they respond to objections.

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Definitions:

Associative Memory

A form of memory that links related information, allowing the recall of an associated item when a related cue is presented.

Memory Scanning

The mental process of searching through stored information in memory to find a specific piece of data.

Reaction Times

The duration of time it takes from the presentation of a stimulus to the onset of a motor response.

Ability

The possession of the means or skill to do something.