Values, Norms and Symbols Which Guide the Choices Made by Actors

question 35

Multiple Choice

Values, norms and symbols which guide the choices made by actors and which limit the type of interaction which may occur among actors is defined by Parsons as

• A) personality system.
• B) social system.
• C) cultural system.
• D) role-set.

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Definitions:

Source Objection

A loyalty-related objection by which the prospect states a preference for another company or salesperson, and may specify a dislike for the salesperson’s company or self.

Competitor's Product

This term refers to the goods or services offered by competing companies in the market.

No-Need Response

A type of sales objection where the potential customer indicates that they do not have a need for the product or service being offered.

Sales Call

A pre-planned meeting or telephone conversation with a potential client aimed at selling a product or service.