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MKT 444 Exam #1 > Chapter 3 > Flashcards

Flashcards in Chapter 3 Deck (13)
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1

Integrity

a personal quality of fairness. Doing the right thing in the right way even when it mean inconveniencing yourself

2

Competency

having the necessary knowledge and preparation to identify customer challenges, develop value-driven solutions, and deliver on promises made

3

Humility

a state of modesty without an excess of pride, make the sales process about the customer, not the salesperson

4

Accountability

taking responsibility for success or failure

5

Self-Regulation

the ability to maintain control of emotions and actions

6

Professional Image

acting and looking the part of a professional

7

Emotional Intelligence (EQ)

attribute that can be improved upon and is associated with high performers

8

Neocortex/Frontal lobes

part of brain where logic and rationale occur

9

Personal competence

sum of self-awareness, self-management, and self-motivation

10

Social competence

combination of social awareness and relationship management skills

11

Positive affectivity

striving to maintain a positive attitude

12

Mirroring

matching stance/position of the other person in the conversation

13

Speaking/listening differential

difference between the number of words people can speak per minute vs. the number of words they can hear per minute