4486f4ff___Test_2_Flashcards___Cram_com___thoughts_and_interpretations_
[encoding and decoding] -At some point the amount of time and effort required to collect additional information exceeds its value. -Often the difference in making or not making a sale is the homework the salesperson has done. -Collecting the information needed is often time consuming. -The more information the salesperson has, the more likely the prospect's needs will be met.
Which of the following statements about obtaining precall information is TRUE?
MAR3400 - Professional Selling - Test 2 Flashcards - Cram.com