An IBM Sales Representative Is Giving a Product Demonstration to a Major

question 53

Multiple Choice

An IBM sales representative is giving a product demonstration to a major account IT Manager.Assisting with the demonstration are an engineer,a financial analyst and an information systems specialist.If IBM wins the account,then all four IBM representatives will service the new major account.This is an example of ________.

• A)team selling
• B)territorial selling
• C)inside selling
• D)prospecting
• E)sales promoting

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Definitions:

Trust-versus-mistrust

A stage in early human development, theorized by Erik Erikson, focusing on the infant's basic level of trust in their caregivers and environment.

Erikson

Refers to Erik Erikson, a psychologist known for his theory on psychosocial development across the lifespan.

18 Months

A developmental milestone in childhood characterized by significant growth in language, cognitive abilities, and motor skills.

Mirror Neurons

Neurons that fire both when an individual performs an action and when the individual observes the same action performed by another.