Salespeople are trained to assess a potential customer's attitude toward their company's offerings and to attempt to change their attitude if it is not positive. There are several techniques that salespeople are taught in their training that can help them accomplish this attitude change. A salesperson's attempt to change a prospective buyer's attitude is called _____.
A) persuasion
B) manipulation
C) calibration
D) conversion
E) closing

Question

Quizplus · Accepted Answer

Persuasion refers to the act of convincing someone to change their attitude or behavior towards a product or service. Salespeople are trained in various techniques of persuasion to change a potential customer's negative attitude towards their company's offerings. Manipulation, on the other hand, involves the use of deceitful tactics to influence someone's decision, and calibration refers to the process of adjusting or fine-tuning a sales pitch to better match the potential customer's preferences. Conversion is a general term that refers to the act of turning a prospect into a paying customer, while closing refers to the final step of completing a sale. Of all the options, persuasion is the most appropriate term for describing a salesperson's attempt to change a potential customer's attitude.

Salespeople Are Trained to Assess a Potential Customer's Attitude Toward