Which of the Following Typically Shows the Seven Sequences of the Sales

question 18

Multiple Choice

Which of the following typically shows the seven sequences of the sales process in order of generic application?

• A) approach, prospecting and qualifying, presentation, demonstration, handling objections, closing, and the follow-up
• B) prospecting and qualifying, approach, presentation, handling objections, closing, and the follow-up, demonstration
• C) handling objections, prospecting and qualifying, approach, presentation, demonstration, closing, and the follow-up
• D) prospecting and qualifying, approach, presentation, demonstration, handling objections, closing, and the follow-up

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Definitions:

Fundamental Attribution Error

The tendency to overemphasize personality traits and underestimate situational factors when explaining others' behaviors.

Availability Heuristic

A cognitive rule of thumb that says that the perceived probability of an event or the importance assigned to it is based on its availability in memory.

Augmenting Principle

A principle in attribution theory suggesting that if an event occurs despite the presence of strong opposing forces, we should attribute the event to the actions of the agent.

Self-Fulfilling Prophecy

A prediction that directly or indirectly causes itself to become true due to positive feedback between belief and behavior.