Karl Mekelsson Sells Refrigeration Units to Businesses

question 83

Multiple Choice

Karl Mekelsson sells refrigeration units to businesses. He builds his sales presentations around a major premise like the savings a walk-in refrigerator will generate for a catering firm and a minor premise like how his company's unit will reduce electrical bills and a conclusion. Karl is most likely using:

• A) suggestive proposition.
• B) the syllogistic method.
• C) collective bargaining.
• D) indirect suggestions.
• E) logical reasoning.

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Definitions:

Situational Variables

External factors that influence the outcome of a specific situation without being directly related to the individual's inherent attributes.

Transformational Leadership

Transformational leadership is a style of leadership where the leader works with teams to identify needed change, creating a vision to guide the change through inspiration, and executing the change in tandem with committed members of the group.

Articulation

The clear and effective expression or explanation of ideas, often related to the communication process.

Emotional Processes

Refers to the mechanisms by which individuals experience, express, and manage their emotions.