Case 11.1 ​

question 8

Multiple Choice

Case 11.1
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Wayne is making a sales call on a new client company.The previous sales professional servicing this account,Tom,left to join another company.Wayne had liked Tom the moment he met him but thought of him as a bit of a slob because of the way he always chewed gum.
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Wayne is calling on Cassandra,the operations manager for this company.She is a middle-level manager.As Wayne walks into Cassandra's office,he notes her expensively tailored suit,her professional demeanor,the simple cologne,and the lack of jewelry.Cassandra's appearance and office décor are reminiscent of the VP's office in Wayne's own company.
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During the sales call Wayne is somewhat nervous.He stutters occasionally during the presentation,stumbles over the answers to a couple of Cassandra's questions,and tends to end his statements with a question.At the end of the call,Cassandra thanks him for his visit and the information,and walks out to the main entrance with him,making casual conversation.They shake hands,and Wayne goes on to his next sales call.As she walks back to her office,she thinks,"Should I do business with a company represented by someone with so little self-confidence?"
-Refer to Case 11.1.During the sales call,what image element probably most influenced Cassandra's impression of Wayne?​

• A) ​His entrance and carriage
• B) ​His handshake
• C) ​His apparel
• D) ​His voice

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Definitions:

Expensive

Having a high price or cost, often reflecting high quality, rarity, or significant value.

Time-consuming

Describes tasks or activities that require a lot of time to complete, often more than is desired or expected.

Experimental Research

A scientific approach that seeks to determine cause-and-effect relationships by manipulating independent variables and observing their effects on dependent variables.

Independent Variable

In an experiment, the stimulus variable or condition the experimenter manipulates to learn its effect on the dependent variable.