Asked by Kristine Mae Almodiel on Apr 27, 2024
Verified
Salespeople need to have knowledge for all of the following EXCEPT:
A) increasing the individual salesperson's self-confidence.
B) meeting buyer's expectations
C) building relationships with their customers.
D) building the buyer's confidence in the individual salesperson.
E) increasing cognitive dissonance among customers.
Cognitive Dissonance
A psychological phenomenon where a person experiences discomfort or distress due to holding conflicting beliefs or attitudes, particularly after making a decision.
Buyer's Expectations
The anticipations or standards that a purchaser has regarding a product or service before making a purchase.
- Understand the critical nature of extensive product knowledge and its comparison against rival products for those in sales roles.
Verified Answer
EK
Edward KarminMay 02, 2024
Final Answer :
E
Explanation :
Increasing cognitive dissonance among customers is not a goal for salespeople. Cognitive dissonance refers to the feeling of discomfort that arises from holding two conflicting beliefs or attitudes, especially relating to buyer's remorse. Salespeople aim to build confidence, relationships, and meet expectations, not increase discomfort or doubt.
Learning Objectives
- Understand the critical nature of extensive product knowledge and its comparison against rival products for those in sales roles.
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