SCENARIO 7-2 Sam Is a Sales Representative for Alliance Ltd

question 63

Multiple Choice

SCENARIO 7-2 Sam is a sales representative for Alliance Ltd.,but he struggles to explain the benefits of Alliance's products.Sam usually calls customers on the phone and while chatting with them about their weekly order explains the new products he has available.Customer orders are shipped to the company by a delivery service.Customers who have ordered new products frequently return them because they are not as expected.
-Refer to Scenario 7-2.Sam's customers complain that they don't understand the products that Sam tells them about-often the product is too big or too heavy for their needs.In the communication model,this problem is in

• A)context.
• B)the medium.
• C)the channel.
• D)feedback.
• E)control.

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Definitions:

Cognitive Dissonance

The mental discomfort experienced by a person who holds two or more contradictory beliefs, ideas, or values at the same time.

Depression

This condition, defined by a consistently low emotional state or a lack of enthusiasm for activities, notably hinders regular daily activities.

Downward Social Comparison

A defensive tendency to compare oneself with someone whose troubles are more serious than one’s own.

Self-verification

The process through which individuals seek to confirm their self-concept by encouraging feedback that aligns with their existing beliefs and perceptions about themselves.