Tori has been telling everyone in the sales department of her incredible skill as a salesperson, since she beat her goal this year by nearly 30%. But last year when she didn't even reach her goal, she said it was simply the economy. This is an example of the
A. halo effect.
B. self-fulfilling prophecy.
C. fundamental attribution bias.
D. self-serving bias.
E. selective perception error.
D. self-serving bias.
In the self-serving bias, people tend to take more personal responsibility for success than for failure.
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Which of the following strategies would a company be MOST likely to follow for a product classified as a dog in the BCG matrix?
A) using revenue generated by the product to support question marks B) reducing financial support of the product C) making a significant financial investment to take advantage of the market's potential D) launching a national marketing campaign to support brand awareness E) severing the product's connection to a product in the star or question mark sector
Under which of the following circumstances is the installment sales method appropriate for the recognition of revenue in the income statement?
a. For any sales where collection is spread over a reasonable long period of time. b. In any situation where management wishes to delay the recognition of revenue in order to smooth its income. c. For sales where collection is spread over a reasonable long period of time and significant doubt exists about the ultimate collection of the receivables. d. For sales where collection is spread over a reasonable long period of time and no significant doubt exists concerning ultimate collection of the receivables.
Presenting others' ideas as your own is known as ________
A) summarizing B) paraphrasing C) plagiarism D) quoting E) citing
To close more sales, it is essential that the professional salesperson does all of the following EXCEPT:
A. consider the customer's point of view. B. ask for the order and remain quiet. C. limit order requests to twice per call. D. leave the customer's place soon after taking the order. E. tailor a close to each prospect and sales call.