Steve, a Salesperson for XYZ Computer Co

question 104

Multiple Choice

Steve, a salesperson for XYZ Computer Co. has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics. During his presentation, Steve should:

• A) secure the buyer's agreement that his computers have the lowest price on the market.
• B) secure the buyer's agreement that his computers offer high quality graphics.
• C) try to convince the buyer that having high quality graphics isn't all that important.
• D) talk about the graphic capabilities of his computers and then offer a quantity discount.
• E) Both a and c

---

Definitions:

Test Anxiety

The extreme stress, tension, and apprehension experienced before or during an examination, affecting performance negatively.

Social Identity Threat

The experience of feeling at risk of conforming to stereotypes about one’s social group, which can impair performance and well-being.

Stereotype Threat

The experience of anxiety or concern in a situation where a person has the potential to confirm a negative stereotype about their social group.

Cognitive Resources

Mental processes and capabilities that are available and can be utilized for tasks such as problem-solving, learning, and decision making.