Solved

Table 3.1 Joe and Mary Jane Are Observing the New Class of Class

question 93

Multiple Choice

Table 3.1
Joe and Mary Jane are observing the new class of management trainees as they enter the training room for their initial orientation. As they watch each person enter, they observe how they are dressed, how they carry themselves when they walk, if they talk to the persons next to them when they sit down, and so forth. Joe notices one man who is casually dressed, who walks with a relaxed stride, and who talks to everyone within reach of his seat. Joe believes this man will be a good 'volunteer' for role plays because he is obviously very outgoing. Joe has watched hundreds of trainees before and everyone who acted this way turned out to be good up in front of everyone else. Mary Jane sees a young woman she interviewed. In the interview she was outgoing, smiled a great deal, and was very expressive. Mary Jane sees her now sitting by herself, having taken a seat away from everyone, arms folded across her chest, with a scowl on her face. Mary Jane thinks that this woman obviously does better in one-on-one settings than she does in large groups.
-Refer to Table 3.1. The basis of Mary Jane's thinking about the woman she interviewed is an example of basing a judgment on ________ information.

Definitions:

Territorial

Relating to the ownership or division of land, often referring to jurisdictional boundaries by organizations or governments.

Disagreement

A situation where two or more parties have differing views, opinions, or approaches, which can arise in business, personal, or social contexts.

Distance Zone

An area surrounding a person regarded as their personal space, which varies in size depending on cultural norms and personal preferences.

Negative Mental Barriers

Psychological obstacles that hinder a person's ability to accept new ideas or make positive decisions, often affecting sales interactions.