A Prospect Tells a Salesperson,"I'm Not Interested in the Type

question 66

Multiple Choice

A prospect tells a salesperson,"I'm not interested in the type of products that you sell." The salesperson responds with,"Why?" The salesperson has used the ________ approach for meeting objections.

• A) pass up
• B) dodge
• C) denial
• D) postpone
• E) boomerang

Understand the concept of Organizational Citizenship Behavior (OCB) and its impact on organizational effectiveness.

Explain the job characteristics model and its implications for employee motivation.

Discuss the principles of equity and procedural justice in the context of motivation.

Evaluate the effects of diversity on motivational challenges within a multicultural workforce.

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Definitions:

Personality Development

The ongoing process of developing and shaping one's personality, influenced by genetic, environmental, and social factors.

Defense Mechanism

Psychological strategies employed unconsciously to protect oneself from anxiety arising from unacceptable thoughts or feelings.

Displacement

A defense mechanism where negative emotions or impulses are transferred from the original source to a less threatening object or person.

Reprimanded

Being reprimanded involves receiving a formal expression of disapproval for one's actions or behavior, often in a professional or academic setting.