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

Question

Quizplus · Accepted Answer

Persuasion refers to the act of attempting to change someone's attitude or behavior. In sales, persuasion is used to try to convince a potential customer that a product or service is valuable and worth purchasing. Manipulation, on the other hand, implies deceit or coercion, which is not ethical in a sales context. Conversion refers to the act of turning a prospect into a customer, which includes both building a positive attitude toward the offering and ultimately making the sale. Closing is the act of finalizing the sale, which may or may not involve attitude change depending on the prior interactions between the salesperson and the customer.

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