When You Are Faced with a Dangerous or Threatening Situation

question 90

Multiple Choice

When you are faced with a dangerous or threatening situation, your adrenal glands release stress hormones such as adrenaline into the bloodstream. Subsequently, there are increases in your blood pressure, heart rate, respiration, and perspiration. This reaction is known as the ________.

• A) Stockholm Syndrome
• B) Peter principle
• C) fight-or-flight response
• D) Phi phenomenon

Analyze the cost-effectiveness of building a salesforce versus hiring independent agents.

Appreciate ethical considerations in sales, particularly regarding competitive intelligence.

Identify the keys to delivering effective need-satisfaction presentations.

Distinguish between different roles within sales (e.g., missionary salespeople, sales engineers) and understand their contributions to the selling process.

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Definitions:

Prenegotiation Stage

The initial phase in a negotiation process where parties prepare, gather information, and establish their objectives.

Actual Negotiations

are the real, factual discussions and bargaining processes between parties with the intention of reaching an agreement.

Managing Agreement

The process of overseeing and implementing the terms of an agreement to ensure all parties fulfill their obligations and objectives are met.

One-On-One Negotiations

Negotiation processes that occur between two individuals.