In a survey of customers and salespeople, which of the following was considered LEAST important in determining whether a salesperson was trustworthy?

Which of the following is not a reason that order effects may affect judgments made later?

a. First impressions are always correct. b. Fatigue c. Lack of attention d. People discount contrary impressions in order to confirm first impressions.

As the salesperson entered the prospect's office, the salesperson extended his hand and said, "Your old college roommate, Tiara Johns, suggested I call on you." This action occurred in which stage of the personal selling process?

A) approach B) prospecting C) preapproach D) close the sale E) follow-up