Julia, Bree, and David Work in Different Departments but Often

question 22

Multiple Choice

Julia, Bree, and David work in different departments but often eat lunch together. They are an example of what type of group?

• A) formal
• B) informal
• C) command
• D) task
• E) reactant

Comprehend the SPIN selling approach and its components.

Acknowledge the role of silence and active listening after posing a question in sales.

Understand first impressions and their impact in sales, including the concept of thin-slice judgments.

Identify appropriate and inappropriate topics for building rapport with prospects.

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Definitions:

Dual Process Approach

A theoretical framework suggesting that there are two distinct systems for processing information: one that is fast, automatic, and emotional, and another that is slower, more deliberative, and logical.

Reflexive Processes

Automatic, subconscious reactions or processes that do not require deliberate thought, often in response to external stimuli.

Reflective Processes

Cognitive activities involving thoughtful consideration and examination of one's beliefs, actions, and motivations.

Physiological Processes

Physiological processes are the normal functions and activities of the body's systems, including digestion, respiration, and circulation.