The social shopping tool of deal directories is associated most with which of the following tactics of influence?
a. Social proof.
b. Authority.
c. Scarcity.
d. Affinity.
c. Scarcity
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Negotiators from low uncertainty avoidance cultures are less comfortable with ambiguous situations and are more likely to seek stable rules and procedures when they negotiate.
Answer the following statement true (T) or false (F)
Companies can identify their competitors from both ________ points of view
A) industry and market B) product and customer C) customer and location D) location and product E) product and strategy
When a prospect shows resistance to a salesperson's attempt to close a sale, the customer is most likely:
A. dodging the sale. B. forestalling. C. raising an objection. D. using a condition of sale. E. creating a sales challenge.
The majority of sales force resources should be invested in key accounts.
Answer the following statement true (T) or false (F)