In Cases Where There Are a Large Number of Prospects

question 58

Multiple Choice

In cases where there are a large number of prospects for a product,a salesperson should most likely use:

• A) direct-mail prospecting.
• B) center of influence prospecting.
• C) sales lead club funneling.
• D) endless chain prospecting.
• E) cold canvass prospecting.

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Definitions:

Cognitive Biases

Misperceptions or misunderstandings that cause systematic errors. Most result either from heuristics that are prone to systematic errors or because the brain is attempting to solve a type of problem (such as a calculus problem) for which it was not evolutionarily evolved and for which it has little innate capability.

Confirmation Bias

The tendency to search for, interpret, favor, and recall information in a way that confirms one's preexisting beliefs or hypotheses.

Behavioral Economists

Researchers focusing on the impact that psychological, cognitive, emotional, cultural, and social elements have on the economic decisions of individuals and organizations.

Investment Portfolio

A collection of various types of investments held by an individual, institution, or financial entity designed to achieve specific financial goals.