Effective salespeople know it is important to influence how their customers and prospects view them. The text terms this effort:
A) perception management
B) impression management
C) reaction guidance
D) fashion control
E) response control

Question

Quizplus · Accepted Answer

Impression management refers to the efforts made by salespeople to shape their customers' perception of them. It involves managing the impression others have of you, which can lead to increased liking, trust, and ultimately, sales. The other answer choices are not relevant in this context.

Effective Salespeople Know It Is Important to Influence How Their