Case 11.1 ​

question 11

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.What did Wayne lack during his presentation to Cassandra?​

• A) ​Wardrobe engineering
• B) ​Professional presence
• C) ​Etiquette
• D) ​Image

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Definitions:

Military Leader

An individual who commands and leads armed forces or groups within them, often possessing qualities such as courage, strategic planning, and decision-making skills.

Roosevelt Corollary

1904 announcement by President Theodore Roosevelt, essentially a corollary to the Monroe Doctrine, that the United States could intervene militarily to prevent interference from European powers in the Western Hemisphere.

International Police Power

The assertion of a nation's authority beyond its borders, often to protect its own interests or to maintain international peace and security.

Western Hemisphere

The half of the Earth that lies west of the Prime Meridian (which crosses Greenwich, London) and east of the antimeridian, encompassing the Americas.