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

Multiple Choice

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