Salespeople Need to Have Selling Knowledge for All of the Following

question 36

Multiple Choice

Salespeople need to have selling knowledge for all of the following reasons EXCEPT:

• A) increasing sales.
• B) building relationships with their customers.
• C) increasing the individual salesperson's self-confidence.
• D) building the buyer's confidence in the individual salesperson.
• E) increasing cognitive dissonance among customers and competitors.

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Definitions:

Top-Down

Top-Down processing refers to a cognitive approach where perception starts with the formulation of a high-level concept, and then works down to the finer details.

Just Noticeable Difference

The smallest alteration in a stimulus that an organism can barely perceive.

Schemas

Cognitive structures that help us organize and interpret information, based on our accumulated knowledge and experience.

Sensory Input

Information received by the senses that can then be processed by the brain.